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Getting started in consulting [[electronic resource] /] / Alan Weiss
| Getting started in consulting [[electronic resource] /] / Alan Weiss |
| Autore | Weiss Alan <1946-> |
| Edizione | [3rd ed.] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, 2009 |
| Descrizione fisica | 1 online resource (321 p.) |
| Disciplina |
001
658.46 |
| Soggetto topico |
Business consultants
Consultants - Marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-282-03113-9
9786612031137 1-118-25815-0 0-470-45497-0 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Establishing goals and expectations (including your own) -- Physical space and environmental needs -- Sorting out the legal, financial, and administrative first -- Marketing 101 -- Advanced marketing -- Initiating the sales process and acquiring business -- Closing the sale -- Establishing fees -- Moving to the next level -- Giving yourself permission to succeed -- The quick start. |
| Record Nr. | UNINA-9910145951403321 |
Weiss Alan <1946->
|
||
| Hoboken, N.J., : John Wiley & Sons, 2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Getting started in consulting [[electronic resource] /] / Alan Weiss
| Getting started in consulting [[electronic resource] /] / Alan Weiss |
| Autore | Weiss Alan <1946-> |
| Edizione | [3rd ed.] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, 2009 |
| Descrizione fisica | 1 online resource (321 p.) |
| Disciplina |
001
658.46 |
| Soggetto topico |
Business consultants
Consultants - Marketing |
| ISBN |
1-282-03113-9
9786612031137 1-118-25815-0 0-470-45497-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Establishing goals and expectations (including your own) -- Physical space and environmental needs -- Sorting out the legal, financial, and administrative first -- Marketing 101 -- Advanced marketing -- Initiating the sales process and acquiring business -- Closing the sale -- Establishing fees -- Moving to the next level -- Giving yourself permission to succeed -- The quick start. |
| Record Nr. | UNINA-9910830658903321 |
|
Weiss Alan <1946->
|
||
| Hoboken, N.J., : John Wiley & Sons, 2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Getting started in consulting [[electronic resource] /] / Alan Weiss
| Getting started in consulting [[electronic resource] /] / Alan Weiss |
| Autore | Weiss Alan <1946-> |
| Edizione | [3rd ed.] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, 2009 |
| Descrizione fisica | 1 online resource (321 p.) |
| Disciplina |
001
658.46 |
| Soggetto topico |
Business consultants
Consultants - Marketing |
| ISBN |
1-282-03113-9
9786612031137 1-118-25815-0 0-470-45497-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Establishing goals and expectations (including your own) -- Physical space and environmental needs -- Sorting out the legal, financial, and administrative first -- Marketing 101 -- Advanced marketing -- Initiating the sales process and acquiring business -- Closing the sale -- Establishing fees -- Moving to the next level -- Giving yourself permission to succeed -- The quick start. |
| Record Nr. | UNINA-9910841035403321 |
|
Weiss Alan <1946->
|
||
| Hoboken, N.J., : John Wiley & Sons, 2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Million dollar consulting proposals [[electronic resource] ] : how to write a proposal that is accepted every time / / Alan Weiss
| Million dollar consulting proposals [[electronic resource] ] : how to write a proposal that is accepted every time / / Alan Weiss |
| Autore | Weiss Alan <1946-> |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, 2011 |
| Descrizione fisica | 1 online resource (226 p.) |
| Disciplina | 001 |
| Soggetto topico |
Business consultants
Consulting firms - Management Consultants - Marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-118-15002-3
1-283-30650-6 9786613306500 1-118-15000-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Million Dollar Consulting® Proposals: How to Write a Proposal That's Accepted Every Time; Contents; Acknowledgments; Introduction; Chapter 1: Business Vows: What Is a Proposal and Why It Is Necessary; What They Can Do and What They Can't Do; Their Place in Your Business Model; Why You Don't Provide Proposals for Just Anyone; The Role of Conceptual Agreement; The Concept of Value (Not Time and Materials); Notes; Chapter 2: Five Steps Toward Great Leaps: How to Prepare Yourself and the Client; Determining the Economic Buyer; Developing Trusting Relationships
Establishing Outcome-Based Business ObjectivesEstablishing Metrics for Progress and Success; Establishing Value and Impact; Notes; Chapter 3: Avoiding Gatekeepers, Intermediaries, and Goblins: Accepting Rejection and Rejecting Acceptance; Utilizing Mutual, Enlightened Self-Interest; Using Guile and Other Art Forms; Using Explosives; Avoiding Delegation; Ensuring Support; Note; Chapter 4: The Architecture of Successful Proposals: The Million Dollar Consulting® Proposal Structure; The Nine Key Components; Notes Chapter 5: One Dozen Golden Rules for Presenting Proposals: Steak and Sizzle Are Hard to BeatSpeed and Responsiveness; Accurate Re-creations; Counterintuitive: No Pitch or Promotion; To Be or Not to Be (In Person); Definitive Dates and Times; Notes; Chapter 6: Why Bad Things Happen to Good People Who Wait: Moving Mountains; How and When to Follow Up; What to Anticipate and How to Cope; Overcoming Last-Minute Objections; Overcoming Legitimate Obstacles; Creating a Signature (or Something Else); Notes; Chapter 7: First, Let's Kill All the Lawyers: Shakespeare Really Meant That We Needed Them Dealing With the Legal DepartmentHow to Avoid the Legal Department; Utilizing Your Own Attorney; Effective and Ineffective Compromise; The Golden Handshake; Notes; Chapter 8: The Dreaded RFP ( Request for Proposals): Why Fill Out the Truly Boring in Triplicate?; The Beauties of Being a Sole-Source Provider; How to Massage RFPs so That They Look Like You; How to Offer Additional Value; How to Use Public Meetings for Leverage; When to Run for the Hills; Notes; Chapter 9: Retainers Are to Projects as Montrachet Is to Thunderbird: The Wonder of Access to Your Smarts The Three Variables of a RetainerThe Need to Control Scope Creep and Scope Seep; How to Assertively Pursue Renewals; How to Stimulate More Retainers; Chapter 10: In the Unlikely Event You Need Oxygen: We Don't Anticipate a Crash, But There Are Some Things You Ought to Know; What to Do With Requests for Delays Based on Time and Money; What to Do If Rejected; How to Improve Your Proposals Constantly; How to Maximize Your Successes and Fees; When to Stop Writing Proposals; Note; Virtual Appendix; Sample Proposals; Index |
| Record Nr. | UNINA-9910457775003321 |
|
Weiss Alan <1946->
|
||
| Hoboken, N.J., : Wiley, 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Million dollar consulting proposals [[electronic resource] ] : how to write a proposal that is accepted every time / / Alan Weiss
| Million dollar consulting proposals [[electronic resource] ] : how to write a proposal that is accepted every time / / Alan Weiss |
| Autore | Weiss Alan <1946-> |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, 2011 |
| Descrizione fisica | 1 online resource (226 p.) |
| Disciplina | 001 |
| Soggetto topico |
Business consultants
Consulting firms - Management Consultants - Marketing |
| ISBN |
1-118-15002-3
1-283-30650-6 9786613306500 1-118-15000-7 |
| Classificazione | BUS075000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Million Dollar Consulting® Proposals: How to Write a Proposal That's Accepted Every Time; Contents; Acknowledgments; Introduction; Chapter 1: Business Vows: What Is a Proposal and Why It Is Necessary; What They Can Do and What They Can't Do; Their Place in Your Business Model; Why You Don't Provide Proposals for Just Anyone; The Role of Conceptual Agreement; The Concept of Value (Not Time and Materials); Notes; Chapter 2: Five Steps Toward Great Leaps: How to Prepare Yourself and the Client; Determining the Economic Buyer; Developing Trusting Relationships
Establishing Outcome-Based Business ObjectivesEstablishing Metrics for Progress and Success; Establishing Value and Impact; Notes; Chapter 3: Avoiding Gatekeepers, Intermediaries, and Goblins: Accepting Rejection and Rejecting Acceptance; Utilizing Mutual, Enlightened Self-Interest; Using Guile and Other Art Forms; Using Explosives; Avoiding Delegation; Ensuring Support; Note; Chapter 4: The Architecture of Successful Proposals: The Million Dollar Consulting® Proposal Structure; The Nine Key Components; Notes Chapter 5: One Dozen Golden Rules for Presenting Proposals: Steak and Sizzle Are Hard to BeatSpeed and Responsiveness; Accurate Re-creations; Counterintuitive: No Pitch or Promotion; To Be or Not to Be (In Person); Definitive Dates and Times; Notes; Chapter 6: Why Bad Things Happen to Good People Who Wait: Moving Mountains; How and When to Follow Up; What to Anticipate and How to Cope; Overcoming Last-Minute Objections; Overcoming Legitimate Obstacles; Creating a Signature (or Something Else); Notes; Chapter 7: First, Let's Kill All the Lawyers: Shakespeare Really Meant That We Needed Them Dealing With the Legal DepartmentHow to Avoid the Legal Department; Utilizing Your Own Attorney; Effective and Ineffective Compromise; The Golden Handshake; Notes; Chapter 8: The Dreaded RFP ( Request for Proposals): Why Fill Out the Truly Boring in Triplicate?; The Beauties of Being a Sole-Source Provider; How to Massage RFPs so That They Look Like You; How to Offer Additional Value; How to Use Public Meetings for Leverage; When to Run for the Hills; Notes; Chapter 9: Retainers Are to Projects as Montrachet Is to Thunderbird: The Wonder of Access to Your Smarts The Three Variables of a RetainerThe Need to Control Scope Creep and Scope Seep; How to Assertively Pursue Renewals; How to Stimulate More Retainers; Chapter 10: In the Unlikely Event You Need Oxygen: We Don't Anticipate a Crash, But There Are Some Things You Ought to Know; What to Do With Requests for Delays Based on Time and Money; What to Do If Rejected; How to Improve Your Proposals Constantly; How to Maximize Your Successes and Fees; When to Stop Writing Proposals; Note; Virtual Appendix; Sample Proposals; Index |
| Record Nr. | UNINA-9910781872103321 |
|
Weiss Alan <1946->
|
||
| Hoboken, N.J., : Wiley, 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Million dollar consulting proposals [[electronic resource] ] : how to write a proposal that is accepted every time / / Alan Weiss
| Million dollar consulting proposals [[electronic resource] ] : how to write a proposal that is accepted every time / / Alan Weiss |
| Autore | Weiss Alan <1946-> |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, 2011 |
| Descrizione fisica | 1 online resource (226 p.) |
| Disciplina | 001 |
| Soggetto topico |
Business consultants
Consulting firms - Management Consultants - Marketing |
| ISBN |
1-118-15002-3
1-283-30650-6 9786613306500 1-118-15000-7 |
| Classificazione | BUS075000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Million Dollar Consulting® Proposals: How to Write a Proposal That's Accepted Every Time; Contents; Acknowledgments; Introduction; Chapter 1: Business Vows: What Is a Proposal and Why It Is Necessary; What They Can Do and What They Can't Do; Their Place in Your Business Model; Why You Don't Provide Proposals for Just Anyone; The Role of Conceptual Agreement; The Concept of Value (Not Time and Materials); Notes; Chapter 2: Five Steps Toward Great Leaps: How to Prepare Yourself and the Client; Determining the Economic Buyer; Developing Trusting Relationships
Establishing Outcome-Based Business ObjectivesEstablishing Metrics for Progress and Success; Establishing Value and Impact; Notes; Chapter 3: Avoiding Gatekeepers, Intermediaries, and Goblins: Accepting Rejection and Rejecting Acceptance; Utilizing Mutual, Enlightened Self-Interest; Using Guile and Other Art Forms; Using Explosives; Avoiding Delegation; Ensuring Support; Note; Chapter 4: The Architecture of Successful Proposals: The Million Dollar Consulting® Proposal Structure; The Nine Key Components; Notes Chapter 5: One Dozen Golden Rules for Presenting Proposals: Steak and Sizzle Are Hard to BeatSpeed and Responsiveness; Accurate Re-creations; Counterintuitive: No Pitch or Promotion; To Be or Not to Be (In Person); Definitive Dates and Times; Notes; Chapter 6: Why Bad Things Happen to Good People Who Wait: Moving Mountains; How and When to Follow Up; What to Anticipate and How to Cope; Overcoming Last-Minute Objections; Overcoming Legitimate Obstacles; Creating a Signature (or Something Else); Notes; Chapter 7: First, Let's Kill All the Lawyers: Shakespeare Really Meant That We Needed Them Dealing With the Legal DepartmentHow to Avoid the Legal Department; Utilizing Your Own Attorney; Effective and Ineffective Compromise; The Golden Handshake; Notes; Chapter 8: The Dreaded RFP ( Request for Proposals): Why Fill Out the Truly Boring in Triplicate?; The Beauties of Being a Sole-Source Provider; How to Massage RFPs so That They Look Like You; How to Offer Additional Value; How to Use Public Meetings for Leverage; When to Run for the Hills; Notes; Chapter 9: Retainers Are to Projects as Montrachet Is to Thunderbird: The Wonder of Access to Your Smarts The Three Variables of a RetainerThe Need to Control Scope Creep and Scope Seep; How to Assertively Pursue Renewals; How to Stimulate More Retainers; Chapter 10: In the Unlikely Event You Need Oxygen: We Don't Anticipate a Crash, But There Are Some Things You Ought to Know; What to Do With Requests for Delays Based on Time and Money; What to Do If Rejected; How to Improve Your Proposals Constantly; How to Maximize Your Successes and Fees; When to Stop Writing Proposals; Note; Virtual Appendix; Sample Proposals; Index |
| Record Nr. | UNINA-9910820361803321 |
|
Weiss Alan <1946->
|
||
| Hoboken, N.J., : Wiley, 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||