An independent consultant does not, on the surface, have much in common with the tens of thousands of IT consultants working in the large, global IT services companies, not to mention the chasm that exists between strategic consultants and the skilled personnel assigned to short term projects!
In this book, Matthieu Courtecuisse, founder and CEO of Sia Partners, intends both to shatter the caricatures of «guru» consulting and brigades of ambitious, unscrupulous, young consultants and to expose the inner workings of a real industry: the consulting business.
Playing an active role in the transformation of our economy, consulting firms are also «fully-fledged» companies in their own right. They operate in a structured buyers' market, are governed by their own constraints and far from being a mere stepping-stone for young graduates, they require professionals with very specific qualities and skills.
What are the economic rules that govern the consulting business? What development strategy should firms adopt? What are the golden rules of the profession? How do clients view consultants and what do they expect from them? What are the issues and challenges of the sector? How should consultants be managed?
In this invitation to visit the «consulting factory», Matthieu Courtecuisse presents his views about the inevitable verticalisation of consulting services, client acquisition, the benefits and challenges of internationalisation, career management, the development of «soft power» through an active strategy of research and publication, the creation of a brand, and current industry trends. His thinking is supported by concrete examples taken from real consulting projects.
In the face of growing client expectations, this book offers a real reflection on the consulting profession and provides keys for adapting every day to clients´ demands while ensuring the firm´s own growth.
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