In 1995 the first edition of Performance Consulting introduced a concept which has since become a cornerstone of the human resource, learning and organisational development fields: training and HR solutions do not take place in a vacuum but must be tied to an organisation's business goals. Performance consulting is a process in which a client and consultant partner to achieve business goals by optimising workgroup performance. In this updated edition, Dana and Jim Robinson draw on what they've learned since the first edition was published twelve years ago, providing both a robust conceptual framework and improved tools and techniques to help the reader move from the traditional role to that of a Performance Consultant. They show readers how to form partnerships with management, help to identify performance required to ensure that business goals are achieved and assist management in taking actions needed for performance to change. They also illustrate the "how-to's" for assisting management to identify the performance required to achieve business goals and determining the degree to which the work environment supports and encourages the performance required.
Effective HR and learning consultants master both the "science" (the analytical and assessment techniques) and the "art" (the consultative and partnering practices) of performance consulting. For the science of performance consulting, dozens of analytic tools, templates and assessment techniques are provided in the book. Regarding the art, the Robinsons describe the concepts and practices of ACT-building Access, Credibility and Trust - with business managers. In addition, two brand new chapters are dedicated to the skills of reframing requests for solutions into discussion of business goals and performance requirements and Initiating business goals discussions with business managers and identifying strategic opportunities to partner with those managers in a proactive manner.
Dana Gaines Robinson is founder and president of Partners in Change, Inc. Her clients include AIG Retirement Services, American Standard Companies, The Coca-Cola Company, Johnson Controls, University of Michigan Health System, QUALCOMM and Wachovia Corporation. James C. Robinson is chairman of Partners in Change. He has consulted with numerous Fortune 500 and Service 500 organizations including Acuity Brands, The Boeing Company, Highmark, Inc., Sovereign Bank, Symantec Corporation, Wachovia Corporation and YMCA.