1.5 - About University

having a clear professional group strategy are immense. When professionals complain aboutthe inadequacies of their clients and organization, they often don’t realize that they have notlooked at themselves with the same critical eye. Professional strategies and internal marketingare covered in other tools. [☛ 3.5 Strategic Resourcing, 3.9 Marketing Services]After clarifying a business strategy for their specialty, professionals need a professional servicesdelivery model. Modify the five-step process shown below to tailor a professional servicesdelivery model to the unique needs of your individual consulting practice or of your professionalservice group.WEB WORKSHEETExpertise Your customized Key activities anddelivery stage Purpose delivery model results for this stage1. Exploring theNeed2. ClarifyingCommitments3. GatheringInformation4. RecommendingChange5. Taking Stock orClosingClarify the client’s underlyingneeds before proceeding.Ensure that all parties are clearon results and processes beforeaction is launched.Gather further information onthe defined problem.Recommend what and howclients should change.Effectively wrap up the projector planning improvements.[☛ 7.1 Problem Framing][☛ 2.7 Goal Statements][☛ 7.2 Problem Solving,7.5 Decision Making,7.7 Quality Tools][☛ 5.1 Change Equation,9.7 Selling Wheel][☛ 10.12 RASCI Planning]Copyright McGraw-Hill 2000. Original purchasers of this book are permitted to photocopy or customize this worksheet by downloading it fromwww.books.mcgraw-hill.com/training/download. The document can then be opened, edited, and printed using Microsoft Word or other word processingsoftware.R ELATED LEADERSHIP TOOLS1.7 Results-Based Leaders 3.9 Marketing Services 7.1 Problem Framing3.5 Strategic Resourcing 4.9 Professional Expertise 13.10 CareersF OR FURTHER ASSISTANCEBellman, Geoff. The Consultant’s Calling: Bring Who You Are to What You Do. Jossey-Bass, 1990.Bellman, Geoff. Getting Things Done When You Are Not in Charge. Simon & Schuster, 1992.Block, Peter. Flawless Consulting: A Guide to Getting Your Expertise Used. University Associates, 1978.Hiebert, Murray. Powerful Professionals: Getting Your Expertise Used Inside Organizations. Recursion Press, 1999.426 SECTION 13 TOOLS FOR LEADING PERFORMANCE