Organizational Consulting: How to Be an Effective Internal Change Agent

Alan Weiss0471263788, 9780471263784, 9780471470038

The expert guide to effective internal consultingThis book guides internal consultants through the steps necessary to bolster their credibility, build relationships within the organization, develop internal marketing abilities, and apply proper methodologies to their work. Alan Weiss, an experienced consultant, provides practical techniques the internal consultant, internal human resources practitioner, and any other internal change agent can use to excel at work, advance their careers, and become valued assets to their organizations. Some of the major subjects covered include setting up the proper environment for success and establishing peer-level interactions.

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Table of contents :
TeamLiB……Page 1
Cover……Page 2
Contents……Page 11
Introduction……Page 15
PART ONE: THE ENVIRONMENT……Page 19
THE ROLE OF A CONSULTANT……Page 21
THE KEY PLAYERS……Page 25
THE BASIC DYNAMICS……Page 29
THE NATURE OF THE WORK……Page 36
SUGGESTED READING……Page 39
ESCHEWING THE TOUCHIE- FEELIE NONSENSE……Page 41
TAKING THE ROLE OF A PEER……Page 45
PROACTIVE VERSUS REACTIVE ADVICE……Page 50
AVOIDING THE IRS SYNDROME……Page 54
SUGGESTED READING……Page 61
KEY BEHAVIORS……Page 63
MANDATORY SKILLS……Page 69
USEFUL EXPERIENCE……Page 74
INTELLECTUAL ARMAMENT……Page 76
SUGGESTED READING……Page 80
PART TWO: THE INTERACTIONS……Page 81
RELATIONSHIP BUILDING……Page 83
TRUST……Page 87
OBJECTIVES, MEASURES, AND VALUE……Page 91
PUSHING BACK……Page 96
SUGGESTED READING……Page 101
SUMMATIONS, NOT EXPLORATIONS:THE NINE STEPS TO IRRESISTIBLE PROPOSALS……Page 103
PROVIDING VALUE- BASED OPTIONS……Page 108
ESTABLISHING JOINT ACCOUNTABILITIES……Page 112
AVOIDING SCOPE CREEP……Page 116
SUGGESTED READING……Page 121
THE DIFFERENCE BETWEEN ¡° FIX¡± AND ¡° IMPROVE¡±……Page 123
THE DIFFERENCE BETWEEN INPUT AND OUTPUT……Page 128
ASKING THE ¡° WHY¡± QUESTION……Page 132
CONFRONTING BASIC PREMISES……Page 137
SUGGESTED READING……Page 142
PART THREE: THE INTERVENTION……Page 143
THE BEAUTY OF INSTITUTIONAL MEMORY……Page 145
LOOKING OUTSIDE THE ORGANIZATIONAL FOOTPRINT……Page 150
FORCE FIELD ANALYSES……Page 155
COMBATING PEOPLE LIKE ME……Page 162
SUGGESTED READING……Page 167
FACTUAL VERSUS EMOTIONAL CONFRONTATION……Page 169
AVOIDING INTERNECINE WARRIORS……Page 174
PERSUASION THROUGH SELF- INTEREST……Page 179
AVOIDING THE SAVIOR COMPLEX……Page 185
SUGGESTED READING……Page 189
ASSESSING PROGRESS AND COMPLETION……Page 191
MAKING A CLEAN BREAK……Page 196
CLOSING THE LOOP WITH THE BUYER……Page 201
BLOWING YOUR OWN HORN……Page 205
SUGGESTED READING……Page 210
PART FOUR: THE AFTERMATH……Page 211
DEVELOPING YOUR SKILLS……Page 213
DEVELOPING OTHER BUYERS……Page 217
CREATING A ¡° BRAND¡±……Page 221
MARKETING ¡° GRAVITY¡±……Page 226
SUGGESTED READING……Page 232
THE ETHICAL TEMPLATE……Page 233
BLOWING THE WHISTLE……Page 239
LIVING TO FIGHT ANOTHER DAY……Page 244
WHEN IT¡¯S TIME TO GO……Page 249
SUGGESTED READING……Page 253
More Suggested Readings……Page 255
Index……Page 259
About the Author……Page 274