Flylib.com
List of Figures
Previous page
Table of content
Chapter 1: The Nature of Consultancy
Figure 1.1: Evolution of activities in a consultancy practice
Figure 1.2: Evolution of activities in a consultancy practice
Chapter 2: Managing a Consultancy Business
Figure 2.1: A model of a consultancy practice
Figure 2.2: An added value model of consultancy
Chapter 3: Product Definition and Marketing in Consultancy
Figure 3.1: Business development in a consultancy firm
Figure 3.2: The branding of consultancy offerings
Figure 3.3: Relative benefits of using outside consultants and internal staff
Chapter 4: The Consultancy Sales Process
Figure 4.1: The consultancy sales process
Figure 4.2: Developing relationships with new clients
Figure 4.3: Developing relationships with existing clients
Figure 4.4: Prospection— The EDIT process
Figure 4.5: Targets for finders, minders and grinders
Figure 4.6: The sales pipeline
Figure 4.7: Relationship development record
Figure 4.8: Prospects record
Figure 4.9: Proposals record
Chapter 5: Conducting Specific Sales Transactions
Figure 5.1: The selling spectrum
Figure 5.2: Factors influencing selling performance
Figure 5.3: Selecting a management consultancy - research by MORI for KPMG
Figure 5.4: Setting targets for a discussion
Figure 5.5: Developing business with a new client
Figure 5.6: Outline agenda for an initial meeting
Figure 5.7: The probing pyramid
Figure 5.8: Progressive precision of specification
Figure 5.9: Contents of a proposal (source— Institute of Management Consultancy)
Figure 5.10: The virtuous circle of improving selling skills
Chapter 6: Consultancy Problem Solving
Figure 6.1: The critical skill of projectizing
Figure 6.2: A simple model of business organization
Figure 6.3: Consultants and problems
Figure 6.4: Progressive precision of specification
Figure 6.5: Issues shown on a cause and effect diagram
Figure 6.6: Successive levels of intervention should be treated as different phases of a project
Figure 6.7: The problem solving approach
Figure 6.8: Assumptions and hypotheses at each level of intervention
Figure 6.9: The problem solving approach as an input-output model
Figure 6.10: Data collection evolves with the project
Figure 6.11: Open-ended data specification
Figure 6.12: Close-ended data specification
Figure 6.13: Pros and cons of different methods of data collection
Figure 6.14: From data to recommendations
Chapter 7: Commercial Aspects of Consultancy
Figure 7.1: Invoicing schedule
Chapter 8: Operating a Consultancy Project
Figure 8.1: The structure of a consultancy project
Figure 8.2: Terms of reference
Figure 8.3: Scope and deliverables for each level of intervention
Figure 8.4: Assignment objectives
Chapter 9: Managing Client Relationships
Figure 9.1: A spectrum of products and services
Figure 9.2: The role of the account manager
Figure 9.3: The value of maintaining the client relationship
Figure 9.4: The different wants of clients and consultancies
Figure 9.5: Conflicting demands on a consultant
Figure 9.6: Perceptions are all
Figure 9.7: The client's comments
Previous page
Table of content
The Top Consultant: Developing your Skills for Greater Effectiveness
ISBN: 0749442530
EAN: 2147483647
Year: 2003
Pages: 89
Authors:
Calvert Markham
BUY ON AMAZON
MySQL Stored Procedure Programming
Using Stored Programs in JDBC
Stored Programs and J2EE Applications
SQL Tuning Statements and Practices
Tuning DML (INSERT, UPDATE, DELETE)
Cursors
Project Management JumpStart
Building the Foundation
Developing Project Management Skills
Assessing Risk
Closing the Books
Appendix B Sample Project Management Forms
Beginning Cryptography with Java
Symmetric Key Cryptography
Asymmetric Key Cryptography
Certificate Revocation and Path Validation
Appendix B Algorithms Provided by the Bouncy Castle Provider
Appendix C Using the Bouncy Castle API for Elliptic Curve
Microsoft Windows Server 2003(c) TCP/IP Protocols and Services (c) Technical Reference
Local Area Network (LAN) Technologies
Wide Area Network (WAN) Technologies
Point-to-Point Protocol (PPP)
Transmission Control Protocol (TCP) Basics
Windows Internet Name Service (WINS)
Web Systems Design and Online Consumer Behavior
Chapter III Two Models of Online Patronage: Why Do Consumers Shop on the Internet?
Chapter V Consumer Complaint Behavior in the Online Environment
Chapter VI Web Site Quality and Usability in E-Commerce
Chapter VIII Personalization Systems and Their Deployment as Web Site Interface Design Decisions
Chapter XII Web Design and E-Commerce
802.11 Wireless Networks: The Definitive Guide, Second Edition
Data Frames
The Direct Sequence PHYs: DSSS and HR/DSSS (802.11b)
Windows 2000
1X on Linux with xsupplicant
Authentication and Access Control
flylib.com © 2008-2017.
If you may any questions please contact us: flylib@qtcs.net
Privacy policy
This website uses cookies. Click
here
to find out more.
Accept cookies