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Author: Anthony F. Buono
Publisher: IAP
ISBN: 1607522594
Category : Reference
Languages : en
Pages : 276
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Book Description
The tenth volume in the Research on Management Consulting series—Client–Consultant Collaboration: Coping with Complexity and Change—draws on papers presented at the Academy of Management’s Management Consulting Division International Conference on this theme in Copenhagen, Denmark in June 2007. The volume presents twelve chapters that explore a broad range of questions and concerns that illustrate the scope and complexity of the consultant–client relationship. The chapters illustrate the richness and excitement that takes place not only in research on consulting but also in its application as the various empirical analyses of consulting in practice portray.
Author: Anthony F. Buono
Publisher: IAP
ISBN: 1607522594
Category : Reference
Languages : en
Pages : 276
Get Book Here
Book Description
The tenth volume in the Research on Management Consulting series—Client–Consultant Collaboration: Coping with Complexity and Change—draws on papers presented at the Academy of Management’s Management Consulting Division International Conference on this theme in Copenhagen, Denmark in June 2007. The volume presents twelve chapters that explore a broad range of questions and concerns that illustrate the scope and complexity of the consultant–client relationship. The chapters illustrate the richness and excitement that takes place not only in research on consulting but also in its application as the various empirical analyses of consulting in practice portray.
Author: Natalia Nikolova
Publisher: Springer
ISBN: 3658243767
Category : Business & Economics
Languages : en
Pages : 334
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Book Description
The interaction between clients and consultants during consulting projects is essential for their success and therefore for the long-term survival of consulting companies. The aim of this book is to further advance our understanding of the nature of client-consultant relationships. Building upon a critical discussion of the contributions and shortcoming of existing research, Natalia Nikolova proposes an innovative conceptual model, which provides a critical yet constructive platform for the development of a more differentiated view of professional work. The framework concentrates on the cultural and political relations between clients and consultants during service production. It represents a prolific platform for further research and provides practitioners with an increased awareness of hitherto under-explored issues of client-consultant relationships. This book is aimed at scholars of professional business service firms and those interested in multidisciplinary studies of human relations in general. It will also appeal to students interested in these areas and to clients and consultants involved in consulting projects.
Author: Rita R. Owens
Publisher:
ISBN: 9781631573774
Category : Business communication
Languages : en
Pages : 0
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Book Description
From the moment of their first client engagement, consultants in all fields face communication opportunities and challenges. No matter what their focus may be-professional services, accounting, technology, operations, human resources, manufacturing, or marketing-consultants drive change. That change, from its initial definition through its development and deployment, must be precisely communicated to a variety of audiences and through a variety of mediums. Most business communication books do a good job leading professional writers and presenters through the basics of audience, organization, formatting, and mechanics. But, only few focus on a specific business role, such as that of a consultant, and give guidance for communicating during all stages of a project. From the pre-engagement process, to the actual engagement, to the post-engagement follow-up, consultants are challenged by the variety of audiences whose roles continually shift throughout a project. This book guides a current or would-be consultant through the various phases of a typical engagement and gives practical advice and direction on written and oral communication throughout a project. Current and future consultants in all fields will gain specific knowledge about writing and presenting to a variety of audiences including clients, team members, managers, and executives.
Author: David A. Fields
Publisher: Morgan James Publishing
ISBN: 1683501659
Category : Business & Economics
Languages : en
Pages : 273
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Book Description
This deeply insightful guide to understanding what clients really want is “an indispensable resource for consultants” (Keith Ferrazzi, #1 New York Times-bestselling author of Never Eat Alone). Independent consulting is a potentially lucrative enterprise—but the reality seldom matches the dream. Most solo consultants and boutique consulting firms are perpetually within six months of bankruptcy due to the sputtering unreliability of their new business engines. The problem, according to international consulting expert David A. Fields, is twofold: 1) lack of a consistent, proven plan, and 2) fundamental misunderstanding about what clients want in a consultant. Fields, who has helped hundreds of consultants and boutique firms worldwide build profitable, sustainable practices, replaces the typical consultant’s mindset of emphasizing expertise and differentiated processes with a focus on building relationships, engendering trust, and solving clients’ existing problems. In The Irresistible Consultant’s Guide to Winning Clients, Fields synthesizes his decades of experience into a step-by-step approach to winning more projects from more clients at higher fees. From nuts-and-bolts business advice and tactics to a deeply insightful breakdown of the human side of a very human profession, Fields, named one of Advertising Age magazine’s “Marketing Top 100,” delivers a comprehensive guidebook that is at once highly approachable and satisfyingly detailed. “If I could have just one book on client strategy, this book would be it.” —Marshall Goldsmith, #1 New York Times–bestselling author of Triggers
Author: Alan Weiss
Publisher: McGraw Hill Professional
ISBN: 9780071626194
Category : Business & Economics
Languages : en
Pages : 400
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Book Description
The Long-Awaited Update for Building a Thriving Consultancy Completely updated for today’s busier-than-ever consultants, this classic guide covers the ins and outs for competing and winning in this ultracompetitive field. You’ll find step-by-step advice on how to raise capital, attract clients, create a marketing plan, and grow your business into a $1 million-per-year firm, plus brand-new material on: Blogging and social networking Global consulting Delegating labor Profiting in a troubled market Retainer business Internet marketing Praise for the previous editions of Million Dollar Consulting: “If you’re interested in becoming a rich consultant, this book is a must read.” Robert F. Mager, founder and president, Mager Associates, and member of the Training & Development Hall of Fame “Blast out of the per diem trap and into value billing.” Jim Kennedy, founder, publisher, and editor, Consultants News “The advice on developing price structure alone is worth a hundred times the price of the book.” William C. Byham, Ph.D., author of Zapp! “Must reading for those who are beginning a practice or seeking to upgrade an existing practice.” Victor H. Vroom, John G. Searle Professor, School of Management, Yale University
Author: Tom McMakin
Publisher: John Wiley & Sons
ISBN: 111943470X
Category : Business & Economics
Languages : en
Pages : 279
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Book Description
The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Author: Michael Zipursky
Publisher: Consulting Success
ISBN: 9781775041115
Category :
Languages : en
Pages : 306
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Book Description
How can you take your skills and expertise and package and present it to become a successful consultant? There are proven time-tested principles, strategies, tactics and best-practices the most successful consultants use to start, run and grow their consulting business. Consulting Success teaches you what they are. In this book you'll learn: - How to position yourself as a leading expert and authority in your marketplace - Effective marketing and branding materials that get the attention of your ideal clients - Strategies to increase your fees and earn more with every project - The proposal template that has generated millions of dollars in consulting engagements - How to develop a pipeline of business and attract ideal clients - Productivity secrets for consultants including how to get more done in one week than most people do in a month - And much, much more
Author: Chip R. Bell
Publisher: Houston : Gulf Publishing Company, Book Division
ISBN:
Category : Business consultants
Languages : en
Pages : 308
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Book Description
USA. Compilation of essays comprising a guide to successful recruitment, human relations and results in using management consultants - considers the consultant's role in organization development, diagnosing problems, training and human resources development, etc., and discusses evaluation techniques with respect to the consulting process. Bibliography pp. 267 to 273, diagrams, graphs and statistical tables.
Author: Gordon W. Fuller
Publisher: CRC Press
ISBN: 9780849380075
Category : Business & Economics
Languages : en
Pages : 228
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Book Description
Consultants are a dominant force in the business world. At their best, they can pinpoint a company's shortcomings and suggest improvements-but many executives and managers do not know how to work with consultants in the most efficient and profitable ways. Let a corporate executive-turned-advisor explain about Getting the Most Out of Your Consultant, with solid advice on how to select, hire, and build a constructive relationship with a consultant.
Author: Brian Gouin
Publisher: Elsevier
ISBN: 008049305X
Category : Technology & Engineering
Languages : en
Pages : 350
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Book Description
A crucial reference for the practicing or aspiring design consultant, Security Design Consulting brings you step by step through the process of becoming a security consultant, describing how to start the business, market services, write proposals, determine fees, and write a report. Specific elements of assessment, design and project management services as well as acquiring product and industry knowledge are all covered in detail. Concentrating on client-focused marketing and sales strategies as well as the crucial elements of preparing, running, and succeeding at the security consulting business, Security Design Consulting gives the reader a working knowledge of all the steps necessary to be a successful security design consultant and a smarter business owner. Security directors, architects and security management consultants will also find this reference invaluable in understanding the security design consultant's important and growing role in an overall security program.* Focuses on consulting in security design, not security management* Provides sample service agreements, specifications, and reports to use as models* Emphasizes the highest technical and ethical standards for this increasingly crucial profession
