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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
Lotus Notes and Domino 6 Development (2nd Edition)
Using Form Actions
Working with Statements
Working with Date and Time @Functions
Other Uses for Java
DECS Administrator
Mapping Hacks: Tips & Tools for Electronic Cartography
Hacks 14-21
Hack 14. Make Free Maps of the United States Online
Hack 30. Plot a Great Circle on a Flat Map
Hack 56. Animate Your Tracklogs
Hack 79. Geocode a U.S. Street Address
Programming Microsoft ASP.NET 3.5
Real-World Data Access
Web Forms User Controls
ASP.NET State Management
ASP.NET Security
Extending Existing ASP.NET Controls
Special Edition Using Crystal Reports 10
Choosing a Formula Language: Crystal Versus Basic Syntax
Introduction
The Server Tier: Introduction to the Crystal Enterprise Framework
Introduction
Deploying RAS Environments
Web Systems Design and Online Consumer Behavior
Chapter VII Objective and Perceived Complexity and Their Impacts on Internet Communication
Chapter VIII Personalization Systems and Their Deployment as Web Site Interface Design Decisions
Chapter XIII Shopping Agent Web Sites: A Comparative Shopping Environment
Chapter XIV Product Catalog and Shopping Cart Effective Design
Chapter XVII Internet Markets and E-Loyalty
DNS & BIND Cookbook
Checking Whether a Domain Name Is Registered
Starting named at Boot Time
Creating a Zone Data File
Configuring a Name Server to Work with rndc
Configuring a Name Server as Slave for All of Your Zones
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