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Performance Consulting, 3rd Edition by Dana Gaines Robinson, James C. Robinson, Jack J. Phillips, Patricia Pulliam Phillips

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3

Build Client Partnerships

The greatest change in corporate culture—and the way business is being conducted—may be the accelerated growth of relationships based on partnership.

—Peter Drucker

Have you ever observed or worked with someone who was clearly an expert in his field yet was unsuccessful in influencing others to support a specific plan or strategy? In-depth expertise, by itself, is insufficient when you wish to influence clients to take actions that support organizational and performance change. What performance consultants must be able to demonstrate is the “art” of partnering with clients. By “art,” we mean the interpersonal and collaborative approach to working with others that is integral to success as a performance consultant. ...

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