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Guides
The Top Consultant: Developing your Skills for Greater Effectiveness - page 1
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Markham C.
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Table of Contents
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
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2
Buy on amazon.com >>
Markham C.
<< Previous book
Next page >>