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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
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The Top Consultant: Developing your Skills for Greater Effectiveness
ISBN: 0749442530
EAN: 2147483647
Year: 2003
Pages: 89
Authors:
Calvert Markham
BUY ON AMAZON
Adobe After Effects 7.0 Studio Techniques
Effects & Presets
Tracking for Rotoscoping
Expressions
Dynamic Range
HDR Lighting
Secure Programming Cookbook for C and C++: Recipes for Cryptography, Authentication, Input Validation & More
Converting a String to a Numeric Type
Creating an Interface with an Abstract Base Class
Formatting Floating-Point Output
Multiplying Matricies
Introduction
Java How to Program (6th Edition) (How to Program (Deitel))
Method Call Stack and Activation Records
Summary
Terminology
Terminology
Generic Classes
PMP Practice Questions Exam Cram 2
Project Initiation
Answers and Explanations
Project PlanningFacilitating Processes
Exam Prep Questions
Appendix A. CD Contents and Installation Instructions
AutoCAD 2005 and AutoCAD LT 2005. No Experience Required
Getting to Know AutoCAD
Gaining Drawing Strategies: Part 2
Grouping Objects into Blocks
Dimensioning a Drawing
Printing an AutoCAD Drawing
VBScript in a Nutshell, 2nd Edition
Reusable Code Libraries
Running Your Code
The Language Reference
Section A.10. Information Functions
Section A.13. Object Programming
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