Consultant reading

There are lots of books on consultancy. We've tried to categorise the ones that we know and like under the headings below. We've try to keep the list pretty current but we have also included some classics that you may hear quoted from time to time.

We're always interested in hearing about new ones that you like. Let us know if you have a good recommendation. Recommend consultant reading

General

"Management Consultancy" by Joe O'Mahoney Oxford University Press Published 2010	ISBN 978-0-19-957718-7	An excellent book for aspiring management consultants offering a thorough understanding of the industry. This book provides a balance of critical analysis and introduces practical skills through a variety of real-life examples, case studies and discussion points. Dr Joe O'Mahoney is a lecuturer in Organisational Studies at Cardiff University Business School.
" The 5 Forces of Change: a blueprint for leading successful change" by Anthony Greenfield Management Books 2000, Date Published: October 2008.	ISBN: 9781852526054	The 5 Forces of Change helps leaders understand what really motivates employees in times of change - and shows them how to use this knowledge to ensure consistently positive outcomes. In short, it shows how helping people to become more certain, more purposeful, more in control of their destiny, more connected with others, and more successful during change enables them to achieve extraordinary results. Packed with examples and case studies, The 5 Forces of Change provides a practical blueprint for leading people through change - an invaluable tool for any executive or manager responsible for delivering change. See http://www.5forcesofchange.com.
"The Independent Consultant's Survival Guide" - Mike Johnson - 2005; CIPD Publishing	ISBN: 1-84398-116-5	This is an excellent book for people starting in consultancy. It is packed with practical - and good - advice. It is realistic and this reviewer - who has been an independent consultant for 20 years - cheered at some points and also learned useful hints and tips. For those of you thinking about setting up your own practice - read this book as soon as you can!
Business Consulting: a guide to how it works and how to make it work - Gilbert Toppin & Fiona Czerniawska; 2005; The Economist	ISBN 1-86197-702-6	An interesting overview of the whole business of consulting, written by experienced industry watchers
"Agents of Change" - Patricia Tisdall-1982; Heinemann	ISBN 434-91961-6	This book was published in 1982 to mark the twentieth anniversary of the Institute of Management Consultants. It is particularly interesting in describing the early history of management consultancy.
"Management Consulting: A Guide to the Profession" - M. Kubr -2002; International Labour Office	ISBN 92-2-109519-3	Edited by Milan. Kubr - International Labour Office This long established text, covering the principal features of management consulting, was published in a greatly enlarged fourth edition in 2002.
"How to Be Your Own Management Consultant " - Ed. Calvert Markham - 2001;Kogan Page	ISBN 0-7494-3690-5	This book shows how you can look at your business through the eyes of a management consultant. The book will be especially valuable to the manager or executive who is not currently using consultants, but wonders what perspective a consultant might bring to his or her enterprise, as well as those contemplating a career in consultancy.
" Management Speak: Why We Listen to What Management Gurus Tell Us Author(s) - David Greatbatch, Timothy Clark	ISBN 0-415-30622-1	Based on primary research into the public lectures of management gurus, this fascinating new volume analyses how such gurus disseminate their ideas, values and visions on the international management lecture circuit. Adopting a novel conceptual/theoretical perspective, it brings together insights from the fields of management, sociology, media studies, communications and social psychology.

Buying and selling consultancy services

"SPIN Selling" - Neil Rackham - 1995; Gower	ISBN 0-566-07689-6	Although this book deals with selling in general, it is a useful text for those selling professional services..

"SPIN Selling" - Neil Rackham - 1995; Gower

ISBN 0-566-07689-6

Although this book deals with selling in general, it is a useful text for those selling professional services..

Client handling

"Flawless Consulting" - Peter Block -1981; University Associates	ISBN 0-89384-052-1	This is an oft-quoted classic that looks at consulting from a coaching and counselling perspective. Our copy is pretty old, but you can still get it on Amazon.
"The Trusted Advisor" (David Maister, Charles Green and Robert Galford- 2002; The Free Press	ISBN 0-7432-0776-9	This book introduces a "trust equation", and provides many tips and techniques for enhancing this between client and professional.
"Influencing: Science and Practice" - Robert Cialdini -2001; Allyn and Bacon	ISBN 0-321-01147-3	This is a great book that explores the science behind irrational persuasion - how we are influenced as a result of our conditioning. Although consultants should use rational persuasion, you need to be aware of the irrational factors, particularly if you are introducing a change programme.

Operating as a consultant

"Practical Management Consultancy" - Calvert Markham - Revised 5th edition 2007; CCH	ISBN 1-84140-970-2	This is an introduction to consulting, particularly the delivery process, and the skills and tools needed. A basic primer that complements our Core Consultancy Skills course.
"The Top Consultant" - Calvert Markham - Revised 4^th Edition 2004; Kogan Page	ISBN 0-7494 4253-0	Covers aspects of selling and managing in consultancy, as well as operating techniques. This is of interest to more experienced consultants
"The Contemporary Consultant Casebook" - Larry Greiner, Thomas Olson & Flemming Poulfelt - 2005; South Western	ISBN 0-324-29019-5	Written by three American academics who have made a study of the consulting industry, this casebook is a useful resource for those wanting materials for training courses, as well as an interesting read.
"The Pyramid Principle" - Barbara Minto - 2009; FT- Prentice Hall	ISBN 978-0-273-71051-6	This is the most recent edition of a very useful text. It is a great book for helping with structuring your thinking for communicating with clients.