Cover image for The consultant's scorecard : tracking results and bottom-line impact of consulting projects
The consultant's scorecard : tracking results and bottom-line impact of consulting projects
Phillips, Jack J., 1945-
Personal Author:
Publication Information:
New York : McGraw-Hill, [2000]

Physical Description:
xxiii, 400 pages : illustrations ; 24 cm
Format :


Call Number
Material Type
Home Location
Item Holds
HD69.C6 P468 2000 Adult Non-Fiction Central Closed Stacks

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This work is designed to show consultants and clients how they can track and measure the success of consulting and performance improvement projects. The work will assist in the collection of data to create a profile of project success.

Author Notes

Jack Phillips, Ph.D., is the founder of Performance Resources Organization, specializing in accountability issues.

Table of Contents

Acknowledgmentsp. ix
Introductionp. xi
Part I Setting the Stage
Chapter 1 The Need for Consulting Accountability from the Client Perspective: Why Measuring Results Is Worth the Troublep. 3
Chapter 2 What's in It for Me? How Consultants Can Prove the Value of Their Work to Clientsp. 27
Chapter 3 Initial Analysis and Planning: Key to a Successful Evaluationp. 63
Part II The Six Measures
Chapter 4 Was It Useful? How to Measure Reaction and Satisfactionp. 91
Chapter 5 What Did the Client Organization Learn? How to Measure Skill and Knowledge Changes During the Consulting Interventionp. 119
Chapter 6 Was the Intervention Implemented Properly? How to Measure Implementation, Application, and Utilizationp. 137
Chapter 7 What Was the Impact? How to Capture Business Impact Datap. 169
Chapter 8 How to Calculate and Interpret ROI: And Other Measures of Financial Payoffp. 201
Chapter 9 How to Capture and Report the Nonfinancial Benefits of a Consulting Intervention: Identifying Intangible Measuresp. 219
Part III Key Issues with the Measures
Chapter 10 Separating the Consulting Impact from Other Factors: How to Isolate the Effects of the Consulting Interventionp. 233
Chapter 11 How to Convert Business Measures to Monetary Valuesp. 255
Chapter 12 How Much Did It Cost? Monitoring the True Costs of the Consulting Interventionp. 277
Part IV Challenges
Chapter 13 How to Build a Business Case for the Consulting Expense: Forecasting ROIp. 299
Chapter 14 How to Provide Feedback and Communicate Results to the Clientp. 325
Chapter 15 Overcoming Resistance and Barriers to Measuring Consulting ROIp. 363
Appendix Do Your Consulting Projects Focus on Results? A Self-Assessmentp. 387
Indexp. 393