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Record Nr. |
UNINA9910143586703321 |
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Autore |
Czerniawska Fiona |
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Titolo |
The trusted firm [[electronic resource] ] : how consulting firms build successful client relationships / / Fiona Czerniawska |
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Pubbl/distr/stampa |
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Chichester, England ; ; Hoboken, NJ, : Wiley, c2007 |
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ISBN |
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1-119-20840-8 |
1-280-72121-9 |
9786610721214 |
0-470-05926-5 |
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Descrizione fisica |
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1 online resource (261 p.) |
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Disciplina |
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Soggetti |
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Consulting firms |
Business consultants |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di contenuto |
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The changing client-consultant relationship -- Promise, promises : excellent relationships from a client perspective -- The invisible firm -- The trouble with the status quo -- The client-consultant-consulting firm relationship -- Personal chemistry and relationship skills -- Recruitment, retention and remuneration -- Brand versus specialization : the race to the top? -- Handling the sales process -- Thought leadership : as much culture as intellect -- Managing consulting projects -- Three types of teamwork -- When is a methodology not a methodology? -- Innovation : beyond the borrowed watch -- The two-way mirror : listening and talking to clients -- Partners and parents -- Values -- Living the values, valuing the lives -- Conclusions. |
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Sommario/riassunto |
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The consulting industry has been on a roller-coaster ride since the heady days of the 1990s. After a recession triggered by the dotcom crash, it's now growing rapidly again--but in a market that has changed beyond all recognition. Fees are down, buying is centralized and many clients are ex-consultants who know all the tricks of the trade. It's a hostile environment in which great personal qualities are no |
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