The trusted firm [[electronic resource] ] : how consulting firms build successful client relationships / / Fiona Czerniawska
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| Autore: |
Czerniawska Fiona
|
| Titolo: |
The trusted firm [[electronic resource] ] : how consulting firms build successful client relationships / / Fiona Czerniawska
|
| Pubblicazione: | Chichester, England ; ; Hoboken, NJ, : Wiley, c2007 |
| Descrizione fisica: | 1 online resource (261 p.) |
| Disciplina: | 001 |
| 658.46 | |
| Soggetto topico: | Consulting firms |
| Business consultants | |
| Note generali: | Includes index. |
| Nota di contenuto: | 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. |
| 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 |
| Titolo autorizzato: | The trusted firm |
| ISBN: | 1-119-20840-8 |
| 1-280-72121-9 | |
| 9786610721214 | |
| 0-470-05926-5 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910830020303321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |