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Organizational Consulting: How to Be an Effective Internal Change Agent Hardcover – February 24, 2003

ISBN-13: 978-0471263784 ISBN-10: 0471263788 Edition: 1st

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Editorial Reviews

From the Inside Flap

As a consultant, your job is to provide expertise in the form of knowledge, experience, processes, models, technologies, or other assets. Both external and internal consultants perform these same duties. However, there is one major difference between external and internal consultants–the question of credibility.

When companies hire outside consultants, people within the organization tend to listen. They assume external consultants must be credible because they charge high fees or because they’ve consulted with other companies. Meanwhile, internal consultants–human resources personnel or other internal change agents–must overcome the unfair perception that they are biased.

Consulting is a relationship business. In order to perform to the best of your abilities, you must develop trusting relationships with internal partners and clients, especially those figures who make final decisions based on your advice. But developing that trust is no easy trick. If you’re an internal consultant, you know that before you can even begin to do your job you must overcome any perception that you may lack credibility.

However, there are also advantages to being an internal consultant, such as your familiarity with the organization’s structure, culture, and unique needs and problems. Organizational Consulting shows you how to use the advantages of being inside the organization to better perform your duties while also improving your credibility. A consultant with twenty-five years of experience working with Fortune 1000 companies, Alan Weiss offers pragmatic solutions and methodologies for changing your organization for the better while you advance your career and solidify your position as an integral asset to your company.

The role of the internal consultant is to anticipate, improve, and innovate–and you have to do it all from a delicate position. Organizational Consulting shows you how, by giving you the tools you need to:

  • Build trusting relationships with management
  • Establish the proper environment for success
  • Utilize state-of-the-art interventions
  • Develop the skills and attitude you need
  • Achieve conceptual agreement
  • Formulate workable proposals
  • Leverage your success for the future
  • Defuse tensions and work within ethical guidelines

From the Back Cover

Praise for Organizational Consulting

"Alan grasps the very essence of organizational consulting. It’s not about foolish fads or mindless meetings, it’s about relationships, trust and focusing on key issues with a sense of urgency that gets results. His principles and techniques are easy to understand and apply."
–Pam Farr
former senior vice president
Marriott Lodging, Marriott International, Inc.

"What first appeals about Organizational Consulting is the pragmatic, battle-tested advice. However, the real gem is the underlying ethic–a commitment to honesty, professionalism, and rigor–that will change how you feel about being an HR professional."
–David Creelman
Chief of Content & Research
HR.com

"A must-read for internal consultants–this book provides a clear road map for success."
–Marilyn Martiny
Total Customer Experience and Quality Manager
Hewlett-Packard

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Product Details

  • Hardcover: 256 pages
  • Publisher: Wiley; 1 edition (February 24, 2003)
  • Language: English
  • ISBN-10: 0471263788
  • ISBN-13: 978-0471263784
  • Product Dimensions: 6.2 x 1.1 x 9.5 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Best Sellers Rank: #557,158 in Books (See Top 100 in Books)

More About the Author

Alan Weiss: Biographical Sketch

Alan Weiss is one of those rare people who can say he is a consultant, speaker and author and mean it. His consulting firm, Summit Consulting Group, Inc. has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times, and over 400 other leading organizations. He serves on the boards of directors of the Trinity Repertory Company, a Tony-Award-winning New England regional theater, and the Newport International Film Festival.
His speaking typically includes 30 keynotes a year at major conferences, and he has been a visiting faculty member at Case Western Reserve University, Boston College, Tufts, St. John's, the University of Illinois, the Institute of Management Studies, and the University of Georgia Graduate School of Business. He has held an appointment as adjunct professor in the Graduate School of Business at the University of Rhode Island where he taught courses on advanced management and consulting skills. He holds the record for selling out the highest priced workshop (on entrepreneurialism) in the 21-year history of New York City's Learning Annex. His Ph.D. is in psychology and he is a member of the American Psychological Society, the American Counseling Association, Division 13 of the American Psychological Association, and the Society for Personality and Social Psychology. He was recently appointed to the Board of Governors of Harvard University's Center for Mental Illness and the Media. He has keynoted for the American Psychological Association on two occasions.
He is a 2006 inductee into the Professional Speaking Hall of Fame' and the concurrent recipient of the National Speakers Association Council of Peers Award of Excellence, representing the top 1% of professional speakers in the world
His prolific publishing includes over 500 articles and 25 books, including his best-seller, Million Dollar Consulting (from McGraw-Hill). His newest is The Million Dollar Consulting' Toolkit. His books have been on the curricula at Villanova, Temple University, and the Wharton School of Business, and have been translated into German, Italian, Arabic, Spanish, Russian, and Chinese.


He is interviewed and quoted frequently in the media, and is an active member of the American Federation of Television and Radio Artists. His career has taken him to 54 countries and 49 states. (He is afraid to go to North Dakota.) Success Magazine has cited him in an editorial devoted to his work as 'a worldwide expert in executive education.' The New York Post calls him 'one of the most highly regarded independent consultants in America.' He is the winner of the prestigious Axiem Award for Excellence in Audio Presentation.
In 2006 he was presented with the Lifetime Achievement Award of the American Press Institute, the first-ever for a non-journalist, and one of only seven awarded in the 60-year history of the association.
He has coached the former and present Miss Rhode Island/Miss America candidates in interviewing skills.
He once appeared on the popular American TV game show Jeopardy, where he lost badly in the first round to a dancing waiter from Iowa.


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Most Helpful Customer Reviews

1 of 1 people found the following review helpful By Tony J. Ridley on February 26, 2011
Format: Hardcover
With many years working and consulting internally and externally, this book is still a vital resource. Many ideas, shared pains, future proofing and just plain smart advice can be found on just about any page.

First rate information and simple strategies or tactics to prevent avoidable frustrations.

Alan has long been regarded the king of "relationship consulting" and this book only confirms the worthy title. Rather than the more dominant (and wrong!) audit and per diem consultant herd, Alan shows buyers and consultants the significant benefits of engaging the right, competent consultant to get incredible results.

Go from a "cost center" mentality to a true "wealth generation" consultant and consulting project/s.
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5 of 7 people found the following review helpful By Richie B. on July 15, 2007
Format: Hardcover Verified Purchase
I have found this book to be quite practical in its suggestions. Already I have recovered my investment in this book just utilizing the information that I have read there. In some cases it serves as a confirmation that our practices are on track, in others; it gives profitable insights for which Alan Weiss is renowned. Get it today! You'll recover your investment in less than 30 days if you do what's recommended.

Thank you Alan!
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Format: Hardcover Verified Purchase
This is a very good book that was required for my Organization leadership class. It has great information in it that is very useful. Great Buy
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