The consultant's handbook : a practical guide to delivering high-value and differentiated services in a competitive marketplace /
Delivers the essential practical skills needed to consult and make sharp, well prepared interactions in a wide range of business situations This comprehensive handbook covers the fundamental skills and attitudes required by successful consultants from novice to practitioner level, irrespective of th...
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| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Chichester, West Sussex, United Kingdom :
John Wiley & Sons, Inc.,
2015.
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| Subjects: | |
| Online Access: | CONNECT |
Table of Contents:
- Cover; Title Page; Copyright; Contents; About the Author; Introduction; Part I: Consulting Fundamentals; Chapter 1: What is Consulting?; Consulting: The Basic Proposition; Who is Qualified to be a Consultant?; Representing A Consulting Organization; Ethics in Consulting; Consulting Versus Selling; Chapter Summary; Chapter 2: Preparing to Consult; Basic Preparation; Detailed Preparation; Engagement-Specific Preparation; Chapter Summary; Chapter 3: Establishing Credibility; Positioning: The Personal Introduction; Positioning: The Corporate Introduction; Chapter Summary.
- Chapter 4: Managing Client MeetingsSetting the Meeting Objectives; Composing the Consulting Participant Team; Agreeing on the Team Plan; Structuring the Interaction; Chapter Summary; Part II: Case Studies; Case Study 1: Exploring a New Consulting Opportunity; Case Scenario; Meeting Preparation; Exploring an Opportunity: The Set-Up Phase; Exploring an Opportunity: The Meeting Body; Exploring an Opportunity: The Client Dialogue; Exploring an Opportunity: The Closure Phase; The Meeting Outcome; Chapter Summary; Case Study 2: Presenting a Solution Approach; Case Scenario; Meeting Preparation.
- Presenting a Solution Approach: The Set-Up PhasePresenting a Solution Approach: The Meeting Body; Presenting a Solution Approach: The Client Dialogue; The Meeting Outcome; The Role of an Adviser: Challenging Your Client; Chapter Summary; Case Study 3: Scoping a Study; Case Scenario; Meeting Preparation; Scoping a Study: The Set-Up Phase; Scoping a Study: The Client Dialogue; The Meeting Outcome; Chapter Summary; Part III: Additional Topics; Chapter 5: Proposing a Consulting Service; Selecting the Content; Practices to Avoid; Chapter Summary; Chapter 6: Delivering a Consulting Service.
- The 50:50 RuleDelivering the Result; Optimizing the Client Experience; Chapter Summary; Chapter 7: Client Interactions and Related Obstacles; The Importance of Adaptability; Dealing with Client-Related Obstacles; Chapter Summary; Chapter 8: The Skill of Advising; The Deductive Method; The Inductive Method; Comparing the Methods; Combining the Methods; Documenting the Argument; Presenting an Argument; Chapter Summary; Index; EULA.
