Overview

Full Product Details

Author:   Fiona Czerniawska
Publisher:   John Wiley and Sons Ltd
Imprint:   John Wiley & Sons Ltd
Dimensions:   Width: 16.40cm , Height: 2.00cm , Length: 23.40cm
Weight:   0.520kg
ISBN:  

9780470027172

ISBN 10:   0470027177
Pages:   260
Publication Date:   27 October 2006
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Hardback
Publisher's Status:   Out of Print
Availability:   Awaiting stock  

Table of Contents

Preface. Acknowledgements. About the author. Part I INTRODUCTION. 1 The changing client?consultant relationship. 2 Promises, promises: excellent relationships from a client perspective. 3 The invisible firm. 4 The trouble with the status quo. 5 The client?consultant?consulting firm relationship. Part II PEOPLE. 6 Personal chemistry and relationship skills. 7 Recruitment, retention and remuneration. Part III PROCESS (1): MARKETING AND SELLING. 8 Brand versus specialization: the race to the top? 9 Handling the sales process. 10 Thought leadership: as much culture as intellect. Part IV PROCESS (2): DELIVERY. 11 Managing consulting projects. 12 Three types of teamwork. 13 When is a methodology not a methodology? 14 Innovation ? beyond the borrowed watch? 15 The two-way mirror: listening and talking to clients. 16 Partners and parents. Part V VALUES. 17 Values. 18 Living the values, valuing the lives. 19 Conclusions. Index.

Reviews

This book is a must-read for anyone employing the services of a consultancy firm. (Credit Control Journal)

Author Information

An internationally renowned expert on the consultancy industry, Fiona Czerniawska is Director of the Management Consultancies Association?s Think Tank and Founder and Managing Director of Arkimeda. She researches and consults on strategic issues in the consulting industry, and is the author of seven successful books on the consulting industry.

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