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Acknowledgments vii
Introduction: Time to Even the Odds 1
Part I Understand How Consultants Make Money from You
Chapter 1 Extracting Value Need Not Be Difficult 11
Chapter 2 How Consultants Add Value 17
Chapter 3 Demystifying the Economics of Consulting 27
Chapter 4 The Consulting Pyramid Scheme 35
Part II Sourcing Value from Consultants
Chapter 5 You, Net the Consultants, Need to Define the Problem 51
Chapter 6 See Beyond Brand and Relationship Marketing 59
Chapter 7 The RFP Process: Your Opportunity to Define the Game 69
Chapter 8 Proposals: The Consultant's Attempt to Gain the Advantage 85
Chapter 9 Selecting for Merit and Value 101
Chapter 10 Contracting for Business Outcomes, Not Just Limited Liability 121
Part III Successfully Realizing the Value
Chapter 11 Projects Deliver Value, Not Consulting Engagements 131
Chapter 12 Retain Control of Your Consultants 145
Chapter 13 Know When Enough Is Enough 153
Chapter 14 In the Event of Termination 163
Chapter 15 How to Undermine the Effectiveness of Your Consultants 171
Conclusion: Managing Consultants for Success 181
Appendix 1 Beware: Consulting Is Different in Asia 185
Appendix 2 Structure of a Typical RFP 201
Appendix 3 Key Components of a Consulting Contract 205
Appendix 4 Organization Evaluation 209
Appendix 5 Consultant Evaluation 213
Bibliography 217
Index 219
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