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The IT Consultant: A Commonsense Framework for Managing the Client Relationship

ISBN: 978-0-7879-5173-3
288 pages
March 2000, Pfeiffer
The IT Consultant: A Commonsense Framework for Managing the Client Relationship (0787951730) cover image


Become a successful information technology consultant!

This is the only book on the market that will teach you the crucial "soft skills" of communication, facilitation, and presentation, plus a methodology for applying IT analysis skills to meet your client's business needs. Using an organized, common sense approach based on his 15 years experience as an IT consultant, Rick Freedman presents this landmark method for partnering with clients, collecting and analyzing data, creating recommendations, and delivering business benefits to clients.

You'll learn how to:

  • Develop rewarding and mutually beneficial client relationships
  • Help clients visualize the end product of IT systems consulting projects
  • Negotiate projects that have clear goals, specifications, budgets, and schedules
  • Market proposals to executives, managers, and users
  • Plus, the companion website provides you with customizable job aids for use in your own work.

Never again will you be simply a "technician-for-hire." Whether you're a newcomer to consulting or a seasoned professional, The IT Consultant provides you with a blueprint for developing your advisory skills, providing quality services, and building successful client relationships.

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Author Information

RICK FREEDMAN is a Regional Professional Services Manager for ENTEX Information Services. He manages, mentors, and coaches system consultants in providing technology consulting services to businesses throughout the U.S. Mr. Freedman has 15 years of experience as an Information Technology consultant, both as an employee of large corporate organizations like Citicorp and Dun & Bradstreet, and as a Principle Consultant for Cap Gemini America and ENTEX. He lives in Lenexa, Kansas, a suburb of Kansas City.
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"Few consultants fail for lack of technical expertise, many fail for lack of relationship skills. This unique book is the cure for that problem." (Dr. Peter C. Patton, Chief Technologist, Lawson Software)

"Freedman shares his trade secrets to achieving a succesful IT consulting career based on his vast personal experience. The IT Consultant offers a refreshing approach to the advisory relationship: understand your clients' business goals and develop a collaborative solution. A surefire strategy for success!" (Elaine Biech, author, The Business of Consulting, coauthor, The Consultant'sLegal Guide)

"A must-read' for any IT professional services manager attempting to upgrade the consultive skill set of their organization. The lessons learned here have a direct, linear relationship to the growth potential of you consulting practice or professional services organization" (Peter N. Van Zant, senior vice president and managing principal, ENTEX Consulting Services)

"The book is good value for money and easy to read. I would recommend it to anyone who is an IT consultant, or who is interested in this field." (Computer Bulletin - 5 star rating, November 2000)
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Exhibit 2.1 39.50 KB Click to Download
Figure P2.1 74.00 KB Click to Download
Exhibit 3.1 40.00 KB Click to Download
Figure 6.1 117.00 KB Click to Download
Exhibit 6.1 42.00 KB Click to Download
Appendix A 52.50 KB Click to Download
Appendix B 63.50 KB Click to Download
Appendix C 54.00 KB Click to Download
Appendix D 48.00 KB Click to Download
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