packaged consultancy product 27
payment terms 143
personal impact 82
phasing 114
pitching for the sale 41, 49
practice manager 20, 21, 23
preparing a proposal 50
presenting the proposal 51
probing pyramid 84
problem solving
approach 116
choosing where to start 112
product definition 25, 26
programme of work 171
project control 176
project management
planning the project 211
setting up the project 211
project manager 20, 21, 22, 55, 172, 174, 176, 177, 178
project planning 171
project planning and control 175
promotional activities 32, 34, 36, 37, 201
proposals record 58
prospection 40, 46, 196
prospects 31, 40, 42, 56, 58, 59, 60, 67, 73, 76, 88, 91, 93
prospects record 58