The Top Consultant: Developing your Skills for Greater Effectiveness
The Top Consultant: Developing your Skills for Greater Effectiveness
ISBN: 0749442530
EAN: 2147483647
EAN: 2147483647
Year: 2003
Pages: 89
Pages: 89
Authors: Calvert Markham
- 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
EAN: 2147483647
Year: 2003
Pages: 89
Pages: 89
Authors: Calvert Markham