Jack J. Phillips & William D. Trotter 
Maximizing the Value of Consulting 
A Guide for Internal and External Consultants

Provide organized, efficient, relevant consulting with lasting
value

Maximizing the Value of Consulting is an indispensable,
practical guide for managing, measuring, and delivering the results
that make internal and external consulting a lasting value to
clients and the company. Sponsored by the ROI Institute and the
Association of Internal Management Consultants, this book provides
a roadmap to relevance for consultants operating in the
increasingly fast-paced, changing, dynamic environment. Readers
will learn how to use resources properly and manage the investment
efficiently, while truly connecting to the business, securing
appropriate levels of commitment, and providing adequate levels of
support. Detailed coverage includes guidance toward calculating the
value of consulting in terms that executives understand, including
business impact and ROI, and using the appropriate tools to show
how things are working throughout the process.

Whether organizations are using internal or external
consultants, or both, consultants can provide better value to the
company. Consultants are needed to provide advice, support, and
insight into the processes undertaken to improve the business, and
integrate the input of different functional units into a more
streamlined strategy. This book is designed to help consultants
provide the utmost value to clients by maximizing organization,
efficiency, and ultimately, ROI.

* Manage for value with better organization and cost control

* Set objectives at multiple levels to deliver useful
results

* Measure implementation, impact, ROI, and intangibles

* Use final results to drive appropriate actions, creating
lasting value

The skyrocketing need for internal and external consultants will
continue, in almost every functional area ranging from HR and
technology, to auditing and risk management. Maximizing the
Value of Consulting provides a manual for relevant,
value-driven consulting, with world-renowned expert insight.

Table of Content

About the Authors ix

Acknowledgments xv

Preface xix

Chapter 1 The Role and Importance of Internal and External Consulting 1

Chapter 2 Organizing the Consulting Practice to Deliver Value 37

Chapter 3 Managing the Consulting Practice to Deliver Value 81

Chapter 4 Controlling Costs and Enhancing Value 117

Chapter 5 Utilizing the Consulting Scorecard for the Practice 153

Chapter 6 A Logical Approach to Measure Impact and ROI for Projects 175

Chapter 7 Developing Powerful Objectives at Multiple Levels 217

Chapter 8 Aligning Projects to the Business 233

Chapter 9 Planning the Evaluation 253

Chapter 10 Methods of Data Collection 269

Chapter 11 Data Collection at All Four Levels 315

Chapter 12 Isolating the Effects of Consulting 341

Chapter 13 Converting Data to Money 371

Chapter 14 Tabulating Project Costs and Calculating ROI 409

Chapter 15 Reporting Results to Key Audiences 439

Chapter 16 Call to Action 479

Notes 485

Index 489

About the author

JACK J. PHILLIPS, PHD, is a world-renowned expert on accountability, measurement, and evaluation. Phillips provides consulting services for Fortune 500 companies and major global organizations.

DR. WILLIAM D. TROTTER, is an internationally recognized expert in the areas of strategic planning, process and organizational transformation, and creating high-impact internal consulting capabilities.

PATRICIA PULLIAM PHILLIPS, PHD, president and CEO of ROI Institute, is an internationally recognized consultant in measurement and evaluation. Her clients span over 60 countries and include global corporations as well as government, non-profit, and non-governmental organizations.