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The Consultant's Scorecard, Second Edition: Tracking ROI and Bottom-Line Impact of Consulting Projects Hardcover – December 13, 2010

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The Consultant's Scorecard, Second Edition: Tracking ROI and Bottom-Line Impact of Consulting Projects + The Consultant's Guide to Results-Driven Business Proposals: How to Write Proposals That Forecast Impact and ROI + Return on Investment in Training and Performance Improvement Programs (Improving Human Performance)
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Editorial Reviews

From the Back Cover

Measure the business impact--and return on investment--of any consulting project! Consulting clients want to know that hte large fees they pay will bring measurable results to their organization--and successful consultants work hard to communicate the value of their work to clients. The problem is, both consultants and clients have been frustrated by the lack of rigorous methods for measuring the impact of the consultant's work. The Consultant's Scorecard offers solutions to this "accountability crisis" in the consulting profession by explaining how consultants can prove the value of their work to clients. Just as important, the book explains how clients can--and should--hold their consultants accountable for delivering measurable results. Written for both consultants and clients, The Consultant's Scorecard offers simple data collection techniques to help consultants in any industry measure the value of their work for clients in six key areas: client satisfaction; new knowledge and skills acquired by the client; successful project implementation; business unit impact; return on investment; intangible benefits. "The Consultant's Scorecard is the first book to present a comprehensive, practical approach to showing the bottom line of consulting. Using proven techniques, supported b examples from leading companies, six key measures are developed to show the complete impact of consulting, including measuring ROI. This balanced approach to measurement is essentiaal for consultants who want ot show the value of their interventions, and for clients who want to hold their consultants accountable for delivering measurable results. Jack Phillips' unique approach to measuring the return on investment of consulting makes The Consultant's Scorecard a must read for anyone involved in the consulting process."--Stephen R. Covey, author of the No. 1 best-seller, The Seven Habits of Highly Effective People. --This text refers to an out of print or unavailable edition of this title.

About the Author

Jack Phillips, Ph.D., provides consulting services for Fortune 500 companies and organizations in 54 countries. The author and editor of more than 50 books, he has received awards from several organizations, including Meeting News magazine, the Society for Human Resource Management, and the American Society for Training & Development.

Patricia Pulliam Phillips, Ph.D., president and CEO of the ROI Institute, Inc., consults with organizations around the globe. She is the author or coauthor of numerous articles and books, including Show Me the Money, The Value of Learning, and The Consultant's Guide to Results-Driven Business Proposals.

The authors live in Birmingham, Alabama.

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Product Details

  • Hardcover: 256 pages
  • Publisher: McGraw-Hill Education; 2 edition (December 13, 2010)
  • Language: English
  • ISBN-10: 0071742824
  • ISBN-13: 978-0071742825
  • Product Dimensions: 6.4 x 1 x 9.3 inches
  • Shipping Weight: 1.2 pounds (View shipping rates and policies)
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Best Sellers Rank: #745,155 in Books (See Top 100 in Books)

More About the Author

Jack J. Phillips, PhD, is chairman of the ROI Institute, the leading provider of services for measurement, evaluation, metrics, and analytics. A world-renowned expert on measurement and evaluation, Phillips provides consulting services for more than half of the Fortune 100 companies and workshops for major conference providers worldwide. A former bank president, Phillips has served as head of HR for three organizations, including a Fortune 500 company for eight years. Author of the first book on training evaluation in the United States in 1983, Phillips has authored or edited more than 75 books in evaluation, metrics, and analytics. He is the developer of the ROI Methodology, the most used evaluation system in the world. His work has been featured in the Wall Street Journal, Bloomberg Businessweek, Fortune, and on CNN.

Customer Reviews

Most Helpful Customer Reviews

16 of 16 people found the following review helpful By Douglas Collins on January 10, 2001
Format: Hardcover
Phillips provides a good, general overview of the metrics to consider in evaluating the return on consulting engagements. However, the book could have been significantly improved by the addition of at least one complete example of an application of the suggested method for calculating ROI, including a more in-depth treatment of the many survey methods suggested. Further, some of the snippets of the quantitative examples are simplified to the point of being misleading. Finally, the concept of the scorecard, which was part of the title of the book, was not developed in the text.
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7 of 7 people found the following review helpful By Erik Gfesser VINE VOICE on June 6, 2009
Format: Hardcover Verified Purchase
It is quite surprising that more reviews have not been written about this text by Phillips, because it is seemingly rather difficult to find other works that directly address the bottom line impact of consulting (especially outside the training space). Before acquiring a copy of this book, be aware that the content is rather substantive, reaching nearly 400 pages. Although much more math was expected, the author's argument that complex formulas for return on investment (ROI) are really not needed made sense after reading chapter 8, which begins by discussing the viewpoint that "the phrase return on investment in consulting is occasionally misused - sometimes intentionally. In these situations, a very broad definition for ROI is offered to include any benefit of the consulting intervention. ROI is thus defined as a vague concept in which even subjective data linked to a program are included. In this book, return on investment is used more precisely and is meant to represent an actual value arrived at by comparing consulting costs to benefits. The two most common measures are the benefit-cost ratio and the ROI formula. Both of these are presented, along with other approaches to calculate the return or payback. For many years, consultants sought to calculate return on investment for consulting interventions. If a consulting intervention is considered an investment and not an expense, then it is appropriate to place consulting in the same funding category as other investments, such as those in equipment and facilities. Although the other investments are quite different, they are often viewed by management in the same way. Thus, it is critical to the success of the consulting intervention to develop specific values that reflect the return on the investment".Read more ›
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7 of 9 people found the following review helpful By Rolf Dobelli HALL OF FAMETOP 1000 REVIEWER on May 29, 2001
Format: Hardcover
As any consultant - and author Jack Phillips - will tell you, the days when a consultant could make a living by sharing the latest trendy approaches to business are long, long gone. Today's executives expect consultants to adhere to the same standards of accountability that consultants themselves have advocated for years. Therefore, the ability to determine a consulting project's return on investment is an important skill for both executives and the consultants they hire. Phillips offers a practical approach to ROI that somehow avoids consulting jargon and complex formulas. Although it lacks case studies that show how to overcome specific obstacles to data collection and interpretation, this is a valuable book that fills in an important piece of the consulting puzzle. Best of all, it does so in a common-sense way that can be understood by carbon-based life forms, therefore we [...] recommend this book to consultants and those who hire them.
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2 of 2 people found the following review helpful By Cesar Dulong on January 11, 2008
Format: Hardcover
I bought this book 8 years ago and since that time it has been very useful in order to show value to my customers in our consultant assignments.
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8 of 16 people found the following review helpful By A Customer on June 27, 2000
Format: Hardcover
Just like the soup, this book is mmmm...mmmm...good!
As a client, the book provided a very clear guideline to keep consultants accountable. I now feel that I will know when hiring a consultant is both a good idea and cost-effective. Knowing that I had read this book, our consultants were able to better communicate with us. Overall, incredible!
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