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100   $a20060619d2007      uy             0
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
182   $cc
183   $acr
200 14$aThe trusted firm$b[electronic resource] $ehow consulting firms build successful client relationships /$fFiona Czerniawska
210   $aChichester, England ;$aHoboken, NJ $cWiley$dc2007
215   $a1 online resource (261 p.)
300   $aIncludes index.
311   $a0-470-02717-7 
327   $aThe 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.
330   $aThe 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 worldwid
606   $aConsulting firms
606   $aBusiness consultants
615  0$aConsulting firms.
615  0$aBusiness consultants.
676   $a001
676   $a658.46
700   $aCzerniawska$b Fiona$0981870
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910830020303321
996   $aThe trusted firm$94005256
997   $aUNINA