Mastering Management Consultancy /
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| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
London :
Legend Business Books,
2019.
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| Subjects: | |
| Online Access: | CONNECT |
Table of Contents:
- Cover; Title; Copyright; Contents; Preface; Introduction; 1 The nature of consultancy; What is 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; 2 Consultancy problem solving; The structure of business problems; Making sense of a client's predicament; The problem solving approach; Data collection; Data analysis and conclusions; 3 Operating a consultancy project; The structure of a consultancy project
- Terms of reference specify the projectDiagnosis: managing consultancy projects; Intervention: developing and implementing recommendations; Closure: completing the project; 4 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; 5 Product definition and marketing in consultancy; Product-market definition; Marketing consultancy; Promotional activities; 6 The consultancy sales process; The consultancy sales process; Relationship development
- ProspectionDeveloping the proposition; Pitching for the sale; Organising for selling; Monitoring sales performance; Developing sales performance; 7 Conducting specific sales transactions; Becoming a consultancy salesperson; 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; 8 Commercial aspects of consultancy; Determining fee rates; Expenses; What do we tell the client?; Terms of payment
- Other methods of generating revenue in consultancyUsing sub-contractors; Non-time related charges; Terms of business; 9 Managing a consultancy business; Leadership in a consultancy practice; Organisation structure within a consultancy practice; Intellectual property in a consultancy practice; Managing consultants; Epilogue
