Table of Contents

the top consultant: developing your skills for greater effectiveness, 4th edition
The Top Consultant: Developing Your Skills For Greater Effectiveness, 4th Edition
byCalvert Markham ISBN:0749442530
Kogan Page 2004 (240 pages)

Packed with practical tips and techniques for developing professional skills, this is the essential guide for all consultants wishing to upgrade their skills and become leading edge practitioners in their field.

Table of Contents
The Top Consultant—Developing Your Skills for Greater Effectiveness, 4th Edition
Chapter 1 - The Nature of Consultancy
Chapter 2 - Managing a Consultancy Business
Chapter 3 - Product Definition and Marketing in Consultancy
Chapter 4 - The Consultancy Sales Process
Chapter 5 - Conducting Specific Sales Transactions
Chapter 6 - Consultancy Problem Solving
Chapter 7 - Commercial Aspects of Consultancy
Chapter 8 - Operating a Consultancy Project
Chapter 9 - Managing Client Relationships
Further Reading From Kogan Page
List of Figures

Highly acclaimed, The Top Consultant is a comprehensive guide for all consultants looking to provide a first class service to their clients, and who wish to become expert practitioners. In this revised third edition of what has become a standard text, Calvert Markham shows how consultants can develop their performance in a wide range of areas, including:

  • Product development and marketing in consultancy.
  • Selling and managing consultancy projects.
  • Consultancy problem solving.
  • Running a consultancy business.
  • Managing client relationships.

Packed with practical tips and techniques for developing professional skills, The Top Consultant is the essential guide for all consultants wishing to upgrade their skills and become leading edge practitioners in their field.

About the Author

After early experience with ICI, Calvert Markham entered the world of consultancy with PA Management Consultants in 1974, where he specialized as a human resources consultant. In 1984, he moved to Spicer and Pegler Associates and developed their human resources consultancy practice. He left to set up his own practice in 1987, and in 1989 formed Consultancy Skills Training to pursue his interest in consultant education. For many years he was involved in the Professional Development Committee of the Institute of Management Consultancy, and was a member of Council. He is also a Past Chairman of the Richmond Group, a society of independent consultants. Calvert Markham is a past Master of the Guild of Management Consultants, of which he was one of the founding members in 1992. Calvert Markham is the author of Practical Management Consultancy and The Top Consultant, and one of the contributing authors of Effective Remuneration. He has also been technical adviser to Melrose Films on two of their productions connected with consultancy.

Calvert Markham has a degree from Cambridge University and a Diploma in Management Studies. In addition to his Fellowship of the Institute of Management Consultants, he is a Member of the Institute of Personnel Development and a Fellow of the Royal Society of Arts.

The Top Consultant—Developing Your Skills for Greater Effectiveness, 4th Edition


London and Sterling , VA

This book has been endorsed by the Institute of Directors.

The endorsement is given to selected Kogan Page books which the IoD recognizes as being of specific interest to its members and providing them with up-to-date, informative and practical resources for creating business success. Kogan Page books endorsed by the IoD represent the most authoritative guidance available on a wide range of subjects including management, finance, marketing, training and HR.

The views expressed in this book are those of the author and are not necessarily the same as those of the Institute of Directors.

Publisher's note

Both masculine and feminine pronouns have been used in this book. This stems from a desire to avoid ugly and cumbersome language, and no discrimination, prejudice or bias is intended.

Every possible effort has been made to ensure that the information contained in this book is accurate at the time of going to press, and the publisher and author cannot accept responsibility for any errors or omissions, however caused. No responsibility for loss or damage occasioned to any person acting, or refraining from action, as a result of the material in this publication can be accepted by the editor, the publisher or the author.

First published in 1993

Second edition 1994

Third edition 1998

Third revised edition 2001

Fourth edition 2004

Apart from any fair dealing for the purposes of research or private study, or criticism or review, as permitted under the Copyright, Designs and Patents Act 1988, this publication may only be reproduced, stored or transmitted, in any form or by any means, with the prior permission in writing of the publishers, or in the case of reprographic reproduction in accordance with the terms and licences issued by the CLA. Enquiries concerning reproduction outside these terms should be sent to the publishers at the undermentioned addresses:

120 Pentonville Road
London N1 9JN
United Kingdom

22883 Quicksilver Drive
Sterling VA 20166-2012

Copyright © Calvert Markham, 1993, 1994, 1998, 2001, 2004

The right of Calvert Markham to be identified as the author of this work has been asserted by him in accordance with the Copyright, Designs and Patents Act 1988.

ISBN 0 7494 4253 0

British Library Cataloguing-in-Publication Data

A CIP record for this book is available from the British Library.

Library of Congress Cataloging-in-Publication Data

Markham, Calvert.
  The top consultant: developing your skills for greater effectiveness/
  Calvert Markham.--4th ed.
    p. cm.
  Includes bibliographical references and index.

ISBN 0-7494-4253-0

1. Business consultants. 2. Career development. I. Title.

HD69.C6M373 2004



Typeset by
Datamatics Technologies Ltd, Mumbai, India

Printed and bound in Great Britain by
Biddles Ltd, King's Lynn, Norfolk

Calvert Markham is a leading management consultant with considerable experience in the training and development of consultants. He is Managing Director of Consultancy Skills Training Ltd, which specializes in this area, and in 2004 is President of the UK Institute of Management Consultancy.

He works extensively with consultancy practices as well as others - such as internal consultants - involved in delivering consultancy to design and deliver performance development programmes. Although based in the United Kingdom, much of his work is international.


Consultancy is a skill, honed through practice and experience. My thanks therefore go to my clients with whom I have been able to work on consultancy projects and, more latterly, in designing and delivering training programmes in consultancy. The experiences shared by other consultants whom I have met in the course of this work have also been enriching; the training has been a two-way street!

I have completely revised, updated and restructured the book in the current edition. When it was first published, I gave my thanks to my wife and son for their forbearance during the periods of seclusion required by an author. Now, more than 10 years on, I have my son Charles to thank for the rigorous proofreading he has done of the draft. I haven't accepted all his suggestions so any remaining errors are entirely my responsibility!