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[null,"1.","Record Nr.",null,"UNINA9910143586703321"]
[null,null,"Autore",null,"Czerniawska Fiona"]
[null,null,"Titolo",null,"The trusted firm [[electronic resource] ] : how consulting firms build successful client relationships / / Fiona Czerniawska"]
[null,null,"Pubbl/distr/stampa",null,"Chichester, England ; ; Hoboken, NJ, : Wiley, c2007"]
[null,null,"ISBN",null,"1-119-20840-8"]
[{"$nulls":4},"1-280-72121-9"]
[{"$nulls":4},"9786610721214"]
[{"$nulls":4},"0-470-05926-5"]
[null,null,"Descrizione fisica",null,"1 online resource (261 p.)"]
[null,null,"Disciplina",null,"001"]
[{"$nulls":4},"658.46"]
[null,null,"Soggetti",null,"Consulting firms"]
[{"$nulls":4},"Business consultants"]
[{"$nulls":4},"Electronic books."]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Includes index."]
[null,null,"Nota di contenuto",null,"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."]
[null,null,null,"Sommario/riassunto","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 worldwid"]