CALVERT MARKHAM
London and Sterling , VA
This book has been endorsed by the Institute of Directors.
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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:
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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
001'.023'73--dc22
2004014338
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.
Acknowledgements
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!