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The Top Consultant: Developing your Skills for Greater Effectiveness

ISBN: 0749442530
EAN: 2147483647

Year: 2003
Pages: 89

Authors: Calvert Markham

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• 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