02870nam 2200553 a 450 991014358670332120170815111821.01-119-20840-81-280-72121-997866107212140-470-05926-5(CKB)1000000000357130(EBL)281597(OCoLC)86073453(SSID)ssj0000262681(PQKBManifestationID)12062665(PQKBTitleCode)TC0000262681(PQKBWorkID)10271218(PQKB)10136014(MiAaPQ)EBC281597(EXLCZ)99100000000035713020060619d2007 uy 0engur|n|---|||||txtccrThe trusted firm[electronic resource] how consulting firms build successful client relationships /Fiona CzerniawskaChichester, England ;Hoboken, NJ Wileyc20071 online resource (261 p.)Includes index.0-470-02717-7 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.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 longer enough--consultants need trusted firms behind them, helping them deliver results. This unique journey through the new consulting terrain looks at how leading consulting firms worldwidConsulting firmsBusiness consultantsElectronic books.Consulting firms.Business consultants.001658.46Czerniawska Fiona981870MiAaPQMiAaPQMiAaPQBOOK9910143586703321The trusted firm2240810UNINA