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The trusted firm [[electronic resource] ] : how consulting firms build successful client relationships / / Fiona Czerniawska



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Autore: Czerniawska Fiona Visualizza persona
Titolo: The trusted firm [[electronic resource] ] : how consulting firms build successful client relationships / / Fiona Czerniawska Visualizza cluster
Pubblicazione: Chichester, England ; ; Hoboken, NJ, : Wiley, c2007
Descrizione fisica: 1 online resource (261 p.)
Disciplina: 001
658.46
Soggetto topico: Consulting firms
Business consultants
Soggetto genere / forma: Electronic books.
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  Visualizza cluster
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.: 9910143586703321
Lo trovi qui: Univ. Federico II
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