cancellation charges 146
cash flow 17,143
challenges for the experienced salesperson 62
challenges for the technical specialist 63
change process
managing 189
client objectives 162
commercial objectives 163
personal objectives 164
client relationships
client responsibility 203
during the project 212
quality of interpersonal 206
client's situation
understanding 107
closure 160
communications
formal 186
informal 186
complaints handling 209
conclusions 132
confidence building 34,164
conflict
analysing 207
consultancy problems
variety of 102
contracting 158
contractual terms 154
conversion 52
creative thinking in consultancy 117
credit terms 145
cross selling 44