Mastering Management Consultancy
Published on 13. September 2019
192 pages
978-1-78955-080-1 (ISBN)
Description
Mastering Management Consultancy is a comprehensive guide for all consultants looking to provide a first-class service to their clients and who wish to become expert practitioners.
Calvert Markham shows how consultants can develop their performance in a wide range of areas, including:
- Product development and marketing consultancy.
- Selling and managing consultancy projects.
- Consultancy problem solving.
- Running a consultancy business.
- Managing client relationship
Calvert Markham shows how consultants can develop their performance in a wide range of areas, including:
- Product development and marketing consultancy.
- Selling and managing consultancy projects.
- Consultancy problem solving.
- Running a consultancy business.
- Managing client relationship
More details
Language
English
Place of publication
London
United Kingdom
Publishing group
Legend Press Ltd
File size
3,18 MB
ISBN-13
978-1-78955-080-1 (9781789550801)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Calvert Markham
Mastering Management Consultancy
Book
09/2019
Legend Business
€47.00
Shipment within 3-4 weeks
Content
- 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 project
- Diagnosis: 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
- Prospection
- Developing 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 consultancy
- Using 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
