NEW EDITION, REVISED AND UPDATED
In America, organizations spend $175 billion in training initiatives and more than $500 billion in human resource solutions every year yet often have little to show for it. One reason is that people “jump to solutions” before they identify the causes of the problem. Performance consultants are effective because they partner with clients to clarify business goals and determine root causes for gaps between desired and current results. Only then are specific solutions agreed upon and implemented.

This third edition of the classic book that introduced performance consulting adds a wealth of new material. There are new case examples throughout and four new chapters providing detailed steps for measuring results from performance consulting initiatives on five different levels, including ROI. The book includes a never-before-published Alignment and Measurement Model, allowing you to connect organizational needs and performance consulting initiatives designed to address those needs with the appropriate level of measurement.

This remains a profoundly practical book, featuring tools, models, and checklists. It will enable you to make a difference in your organization that is valued, measurable, and sustainable.

Dana Gaines Robinson is the founder and former president of Partners in Change, Inc.. Along with James C. Robinson she is the author of multiple books, including Strategic Business Partner.
James C. Robinson is the former chairman of Partners in Change, Inc.. Along with Dana Gaines Robinson he are the authors of multiple books, including Strategic Business Partner.
Jack J. Phillips is chairman of the ROI Institute. Along with Patricia Pulliam Phillips he is the author of numerous books, including Show Me the Money.
Patricia Pulliam Phillips is president and CEO of the ROI Institute. Along with Jack J. Phillips she is the author of numerous books, including Show Me the Money.
Dick Handshaw is chairman of Handshaw, Inc., and the author of Training That Delivers Results.

List of Figures
List of Tables
Preface
Introduction: Stop Jumping to Solutions and Make Performance Your Business!
1 Performance Consulting: The Process
2 Performance Consulting: The Mental Model and Logic
3 Build Client Partnerships
4 Identify Strategic Opportunities Reactively
5 Identify Strategic Opportunities Proactively
6 Define the SHOULDs
7 Assess the IS
8 Identify CAUSEs and Select Solutions
9 Alignment and Measurement Model
10 Develop and Implement the Measurement Plan
11 Determine Return on Investment (ROI)
12 Report Results and Develop Plans for Sustaining Results
Conclusion: Commit Now to Make Performance Your Business
Performance Consulting and Measurement Toolkit
Glossary
References
Index
About the Authors