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The Top Consultant: Developing your Skills for Greater Effectiveness
The Top Consultant: Developing your Skills for Greater Effectiveness
ISBN: 0749442530
EAN: 2147483647
Year: 2003
Pages: 89
Authors:
Calvert Markham
BUY ON AMAZON
Table of Contents
BackCover
The Top Consultant--Developing Your Skills for Greater Effectiveness, 4th Edition
Preface
Chapter 1: The Nature of Consultancy
WHY USE CONSULTANTS?
THE NATURE OF CONSULTANCY PRACTICES
THE ROLE OF THE CONSULTANT
WHAT SORT OF PEOPLE BECOME CONSULTANTS?
THE RELATIONSHIP BETWEEN THE PRACTICE AND THE CLIENT
CONSULTANCY SKILLS
Chapter 2: Managing a Consultancy Business
LEADERSHIP IN A CONSULTANCY PRACTICE
INTELLECTUAL PROPERTY IN A CONSULTANCY PRACTICE
MANAGING CONSULTANTS
ORGANIZATION STRUCTURE WITHIN A CONSULTANCY PRACTICE
Chapter 3: Product Definition and Marketing in Consultancy
PRODUCT DEFINITION
MARKETING CONSULTANCY
PROMOTIONAL ACTIVITIES
Chapter 4: The Consultancy Sales Process
THE CONSULTANCY SALES PROCESS
RELATIONSHIP DEVELOPMENT
PROSPECTION
DEVELOPING THE PROPOSITION
PITCHING FOR THE SALE
ORGANIZING FOR SELLING
MONITORING SALES PERFORMANCE
DEVELOPING SALES PERFORMANCE
Chapter 5: Conducting Specific Sales Transactions
THE INGREDIENTS OF SELLING PERFORMANCE
PURPOSES OF SELLING - WHAT WE ARE TRYING TO ACHIEVE
THE SALES PROCESS
ESTABLISHING A DIALOGUE WITH A PROSPECTIVE CLIENT
CONDUCTING SELLING TRANSACTIONS
CONVERTING THE ITT TO A SALE
DEVELOPING SELLING SKILLS
Chapter 6: Consultancy Problem Solving
MAKING SENSE OF A CLIENT S PREDICAMENT
THE PROBLEM SOLVING APPROACH
DATA COLLECTION
DATA ANALYSIS AND CONCLUSIONS
Chapter 7: Commercial Aspects of Consultancy
EXPENSES
WHAT DO WE TELL THE CLIENT?
TERMS OF PAYMENT
OTHER METHODS OF GENERATING REVENUE IN CONSULTANCY
USING SUBCONTRACTORS
NON-TIME-RELATED CHARGES
TERMS OF BUSINESS
CLIENTS TERMS OF ENGAGEMENT
Chapter 8: Operating a Consultancy Project
CONTRACTING: TERMS OF REFERENCE
DIAGNOSIS: MANAGING CONSULTANCY PROJECTS
INTERVENTION
CLOSURE
Chapter 9: Managing Client Relationships
WHY THE CLIENT RELATIONSHIP IS IMPORTANT
ACCOUNT MANAGEMENT
FACTORS CONTRIBUTING TO THE QUALITY OF A RELATIONSHIP
MONITORING THE CLIENT RELATIONSHIP
CREATING SATISFIED CLIENTS
References
Index
Index_B
Index_C
Index_D
Index_E
Index_F
Index_G
Index_H
Index_I
Index_J
Index_K
Index_L
Index_M
Index_N
Index_O
Index_P
Index_Q
Index_R
Index_S
Index_T
Index_U
Index_V
Index_W
Further Reading From Kogan Page
List of Figures
The Top Consultant: Developing your Skills for Greater Effectiveness
ISBN: 0749442530
EAN: 2147483647
Year: 2003
Pages: 89
Authors:
Calvert Markham
BUY ON AMAZON
Beginners Guide to DarkBASIC Game Programming (Premier Press Game Development)
Welcome to DarkBASIC
Game Graphics Learning to Use Bitmaps
The Art of Using Animated Sprites for 2D Games
Playing Some Tunes CD Audio, MIDI and MP3 Music
Appendix A Answers to the Chapter Quizzes
Inside Network Security Assessment: Guarding Your IT Infrastructure
Network Vulnerability Assessment
Laws, Mandates, and Regulations
Level I Assessments
Determining What Tools to Use
Procurement Terminology
SQL Tips & Techniques (Miscellaneous)
Working with Queries, Expressions, and Aggregate Functions
Using Keys and Constraints to Maintain Database Integrity
Retrieving and Manipulating Data Through Cursors
Working with Ms-sql Server Information Schema View
Exploiting MS-SQL Server Built-in Stored Procedures
Professional Java Native Interfaces with SWT/JFace (Programmer to Programmer)
Basic SWT Widgets
Layouts
Tables
Scales, Sliders, and Progress Bars
Creating a Text Editor with JFace Text
Managing Enterprise Systems with the Windows Script Host
Input/Output Streams
Registry Operations
Application Automation
System Administration
Exchange Server
Cisco IOS Cookbook (Cookbooks (OReilly))
Losing Access to the TACACS+ Server
Unicast Updates for RIP
Setting the Time
Using SAA
Using Time-Based Access-Lists
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