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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 | ||
| ||
Practice of professional consulting [[electronic resource] /] / Edward G. Verlander
| Practice of professional consulting [[electronic resource] /] / Edward G. Verlander |
| Autore | Verlander Edward G |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | [Hoboken, New Jersey], : Jossey-Bass, 2012 |
| Descrizione fisica | 1 online resource (322 p.) |
| Disciplina |
001
658.46 |
| Soggetto topico |
Consultants
Business consultants |
| ISBN |
1-283-64597-1
1-118-28605-7 |
| Classificazione | BUS075000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Machine generated contents note: Preface Acknowledgments PART I SETTING THE STAGE CHAPTER 1 THE NATURE OF CONSULTING It's an Industry Types of Consulting Trusted Consultant and Advisor Consultants Qualifications What is Professional Consulting?CHAPTER 2 WHY COMPANIES HIRE CONSULTANTS Why Consultants Are Needed Fast, Bigger, Better, Cheaper Outcomes Forces That Drive Business Consulting Expectations of Consultant's Service Changes in Client's Business and Organization Needs Future Challenges CHAPTER 3 A MODEL FOR PROFESSIONAL CONSULTING What Do We Mean by process A Framework for Consulting The Four Stages of Consulting The Four Roles of Consulting Consulting Competencies PART II APPLYING THE MODEL CHAPTER 4 STAGE ONE: THE DEVELOPING AND DESIGNING PROCESS Stage One Competencies - Winning Business Understanding the Client's Business and Industry Making A Good First Impression First Meeting Dynamics CHAPTER 5 STAGE ONE, CONTINUED: ASSESSING CLIENT NEEDS AND MANAGING EXPECTATIONS The Purpose of Conducting a Needs Assignment Types of Questions - The Fundamentals Conducting A Needs Assessment - A Question Strategy Needs Assessment--Listening Actively Proposal Development Process Managing Expectations CHAPTER 6 STAGE TWO: THE MOBILIZING & ALIGNING PROCESS Stage Two Competencies: Mobilizing and Aligning Work and Project Plan Reviews Risk Assessment Project Launch Meetings CHAPTER 7 STAGE TWO, CONTINUED: TURNING CONSULTING GROUPS INTO TEAMS Defining a Team Stages of Team Development Diagnosing Group Performance How Team Building is Conducted Special Problems in Team Building Characteristics of High Performing Teams Project Leader Style Needed for Team Building CHAPTER 8 STAGE THREE: THE BUILDING & PRODUCING PROCESS Stage Three Competencies--Building and Producing Data Gathering Performance Management and Coaching Coaching Consultants Motivating Consultants Progress Review Meetings Navigating Organization Politics Project Management Issues CHAPTER 9 STAGE FOUR: THE IMPLEMENTING & DEPLOYING PROCESS Stage Four Competencies--Implementation and Deploying Managing Change Implementation Strategies Skills Transfer Measuring Customer Satisfaction.PART III THE BIGGER PICTURE CHAPTER 10 IMPROVING CONSULTING AS A PROFESSIONAL PRACTICE A Reality Check About Consulting Need to Professionalize Consulting Professional Capabilities of Consultants Building Block One: Business Focus Building Block Two: Business Management Building Block Three: Technical Requirements Building Block Four: Inter-personal Attributes Building Block Five: Effective Leadership CHAPTER 11 LESSONS OF EXPERIENCE How to Grow in Professional Capability Lessons from McKinsey The Pain and Joy of a Consulting Career Professional Proficiencies in Consulting Trends for the 21st Century APPENDIX A. CONSULTING ROLE PREFERENCE INDICATOR B. GUIDELINES FOR SUCCESSFUL CONSULTING C. THE LEADERSHIP ROLE OF CONSULTANTS D. CONSULTING CASE APPLICATIONS E. DIAGNOSTIC PROCEDURES AND INSTRUMENTS FOR CONSULTING TEAMS F. REFERENCES AND BIBLIOGRAPHY INDEX. |
| Record Nr. | UNINA-9910785736803321 |
|
Verlander Edward G
|
||
| [Hoboken, New Jersey], : Jossey-Bass, 2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Practice of professional consulting [[electronic resource] /] / Edward G. Verlander
| Practice of professional consulting [[electronic resource] /] / Edward G. Verlander |
| Autore | Verlander Edward G |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | [Hoboken, New Jersey], : Jossey-Bass, 2012 |
| Descrizione fisica | 1 online resource (322 p.) |
| Disciplina |
001
658.46 |
| Soggetto topico |
Consultants
Business consultants |
| ISBN |
1-283-64597-1
1-118-28605-7 |
| Classificazione | BUS075000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Machine generated contents note: Preface Acknowledgments PART I SETTING THE STAGE CHAPTER 1 THE NATURE OF CONSULTING It's an Industry Types of Consulting Trusted Consultant and Advisor Consultants Qualifications What is Professional Consulting?CHAPTER 2 WHY COMPANIES HIRE CONSULTANTS Why Consultants Are Needed Fast, Bigger, Better, Cheaper Outcomes Forces That Drive Business Consulting Expectations of Consultant's Service Changes in Client's Business and Organization Needs Future Challenges CHAPTER 3 A MODEL FOR PROFESSIONAL CONSULTING What Do We Mean by process A Framework for Consulting The Four Stages of Consulting The Four Roles of Consulting Consulting Competencies PART II APPLYING THE MODEL CHAPTER 4 STAGE ONE: THE DEVELOPING AND DESIGNING PROCESS Stage One Competencies - Winning Business Understanding the Client's Business and Industry Making A Good First Impression First Meeting Dynamics CHAPTER 5 STAGE ONE, CONTINUED: ASSESSING CLIENT NEEDS AND MANAGING EXPECTATIONS The Purpose of Conducting a Needs Assignment Types of Questions - The Fundamentals Conducting A Needs Assessment - A Question Strategy Needs Assessment--Listening Actively Proposal Development Process Managing Expectations CHAPTER 6 STAGE TWO: THE MOBILIZING & ALIGNING PROCESS Stage Two Competencies: Mobilizing and Aligning Work and Project Plan Reviews Risk Assessment Project Launch Meetings CHAPTER 7 STAGE TWO, CONTINUED: TURNING CONSULTING GROUPS INTO TEAMS Defining a Team Stages of Team Development Diagnosing Group Performance How Team Building is Conducted Special Problems in Team Building Characteristics of High Performing Teams Project Leader Style Needed for Team Building CHAPTER 8 STAGE THREE: THE BUILDING & PRODUCING PROCESS Stage Three Competencies--Building and Producing Data Gathering Performance Management and Coaching Coaching Consultants Motivating Consultants Progress Review Meetings Navigating Organization Politics Project Management Issues CHAPTER 9 STAGE FOUR: THE IMPLEMENTING & DEPLOYING PROCESS Stage Four Competencies--Implementation and Deploying Managing Change Implementation Strategies Skills Transfer Measuring Customer Satisfaction.PART III THE BIGGER PICTURE CHAPTER 10 IMPROVING CONSULTING AS A PROFESSIONAL PRACTICE A Reality Check About Consulting Need to Professionalize Consulting Professional Capabilities of Consultants Building Block One: Business Focus Building Block Two: Business Management Building Block Three: Technical Requirements Building Block Four: Inter-personal Attributes Building Block Five: Effective Leadership CHAPTER 11 LESSONS OF EXPERIENCE How to Grow in Professional Capability Lessons from McKinsey The Pain and Joy of a Consulting Career Professional Proficiencies in Consulting Trends for the 21st Century APPENDIX A. CONSULTING ROLE PREFERENCE INDICATOR B. GUIDELINES FOR SUCCESSFUL CONSULTING C. THE LEADERSHIP ROLE OF CONSULTANTS D. CONSULTING CASE APPLICATIONS E. DIAGNOSTIC PROCEDURES AND INSTRUMENTS FOR CONSULTING TEAMS F. REFERENCES AND BIBLIOGRAPHY INDEX. |
| Record Nr. | UNINA-9910813899603321 |
|
Verlander Edward G
|
||
| [Hoboken, New Jersey], : Jossey-Bass, 2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Reinventing professional services : building your business in the digital marketplace / / Ari Kaplan
| Reinventing professional services : building your business in the digital marketplace / / Ari Kaplan |
| Autore | Kaplan Ari <1973-> |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Inc., , 2011 |
| Descrizione fisica | 1 online resource (242 p.) |
| Disciplina |
331.71
658.4/063 |
| Soggetto topico |
Professions - Marketing
Information technology - Management Technological innovations - Management |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-118-09752-1
1-119-20227-2 1-283-17672-6 9786613176721 1-118-09750-5 |
| Classificazione |
BUS075000
83.68 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Reinventing Professional Services: Building Your Business in the Digital Marketplace; Contents; Introduction: The Rise of the White Collar Hustler and Your Path to Practical Innovation; Getting Started; What's in This Book; Chapter 1: Finding Your Way in a More Informal, Instant World; Create Opportunity by Becoming a Visible Enthusiastic Expert; Increase Your Visibility and Realize Your Potential; Enthusiasm Is the Hallmark of the Modern Hustler; Expertise Is Easier to Convey Than Ever Before; Chapter 2: Innovators Adapt, and You Should Too; Set Goals for Social Media
Begin Cultivating Offline Relationships OnlineEmbrace Transparency Because Everybody Knows Everything Anyway; Grass Roots Medicine; Chapter 3: Recognize the Resiliency Revolution and Join It to Grow Your Practice; Seize Opportunity Whenever Possible; Flexible Fees Make Cost Conversations More Cheerful; Alignment Is the Answer to Better Client Relationships; Technology Offers Better Communication All Around; Chapter 4: Students Have Everything to Gain from the White Collar Hustle; Busting Myths About Networking; Be Disciplined and Accountable; Share Your Successes and Your Failures Be Prolific and FastBe a Resource, Focus on Others; Follow Up; Chapter 5: Know Your Clients and Patients Because They Expect You To; Accountants and Technology Are a Good Match; Leverage a Variety of Tools to Promote Your Practice; Answer the Question the Client Should Have Asked; Merge Talents Wherever Possible; Chapter 6: Putting Your Practice through a Wind Tunnel Will Blow You Away; Even Small Elements of Inefficiency Can Have a Large Impact on the Bottom Line; Define Your Value Proposition to Focus Your Future; Finding True Worth Is Wiser Than You Realize Become a Chameleon to Kick Start Your InitiativesChapter 7: It's a Small Street, So Befriend Your Neighbors; Know Yourself to Better Understand Others; From SWOT to Sales Is a Path to Prosperity; Change But Don't Change Who You Are; Tie Profits to Success to Build Trust and Motivate; Trust and Respect Now Matter More Than Ever; Chapter 8: Networking Is Dead; Long Live Networking; Go Where Your Audience Goes; Use Tools that Your Audience Uses; Find a Geek to Help You Get LinkedIn; Integrate Your Efforts to Save Time and Sanity; Explore Facebook for Fun and Professional Potential How to Decide Whether You Should BlogSpend Time with Your Audience and the Members Will Spend Time with You; Chapter 9: Proactive Professionals Pay Attention to Progress; Sales and Marketing Have Evolved So You Should Too; Medical Records Are Right on the Money; Chapter 10: When You're Allergic to Wool, Wear Cotton or Suffer for Your Entire Career; Passion, Time, and Luck-Plus Relationships; The ""Yes"" Business; Make Every Client a Secret Shopper; Global Roots in Virtual Spaces; Set Expectations; The Art of the Referral; Chapter 11: Meet Your Clients and Patients Directly An Accelerant of Change |
| Record Nr. | UNINA-9910139628103321 |
|
Kaplan Ari <1973->
|
||
| Hoboken, New Jersey : , : John Wiley & Sons, Inc., , 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Reinventing professional services : building your business in the digital marketplace / / Ari Kaplan
| Reinventing professional services : building your business in the digital marketplace / / Ari Kaplan |
| Autore | Kaplan Ari <1973-> |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Inc., , 2011 |
| Descrizione fisica | 1 online resource (242 p.) |
| Disciplina |
331.71
658.4/063 |
| Soggetto topico |
Professions - Marketing
Information technology - Management Technological innovations - Management |
| ISBN |
1-118-09752-1
1-119-20227-2 1-283-17672-6 9786613176721 1-118-09750-5 |
| Classificazione |
BUS075000
83.68 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Reinventing Professional Services: Building Your Business in the Digital Marketplace; Contents; Introduction: The Rise of the White Collar Hustler and Your Path to Practical Innovation; Getting Started; What's in This Book; Chapter 1: Finding Your Way in a More Informal, Instant World; Create Opportunity by Becoming a Visible Enthusiastic Expert; Increase Your Visibility and Realize Your Potential; Enthusiasm Is the Hallmark of the Modern Hustler; Expertise Is Easier to Convey Than Ever Before; Chapter 2: Innovators Adapt, and You Should Too; Set Goals for Social Media
Begin Cultivating Offline Relationships OnlineEmbrace Transparency Because Everybody Knows Everything Anyway; Grass Roots Medicine; Chapter 3: Recognize the Resiliency Revolution and Join It to Grow Your Practice; Seize Opportunity Whenever Possible; Flexible Fees Make Cost Conversations More Cheerful; Alignment Is the Answer to Better Client Relationships; Technology Offers Better Communication All Around; Chapter 4: Students Have Everything to Gain from the White Collar Hustle; Busting Myths About Networking; Be Disciplined and Accountable; Share Your Successes and Your Failures Be Prolific and FastBe a Resource, Focus on Others; Follow Up; Chapter 5: Know Your Clients and Patients Because They Expect You To; Accountants and Technology Are a Good Match; Leverage a Variety of Tools to Promote Your Practice; Answer the Question the Client Should Have Asked; Merge Talents Wherever Possible; Chapter 6: Putting Your Practice through a Wind Tunnel Will Blow You Away; Even Small Elements of Inefficiency Can Have a Large Impact on the Bottom Line; Define Your Value Proposition to Focus Your Future; Finding True Worth Is Wiser Than You Realize Become a Chameleon to Kick Start Your InitiativesChapter 7: It's a Small Street, So Befriend Your Neighbors; Know Yourself to Better Understand Others; From SWOT to Sales Is a Path to Prosperity; Change But Don't Change Who You Are; Tie Profits to Success to Build Trust and Motivate; Trust and Respect Now Matter More Than Ever; Chapter 8: Networking Is Dead; Long Live Networking; Go Where Your Audience Goes; Use Tools that Your Audience Uses; Find a Geek to Help You Get LinkedIn; Integrate Your Efforts to Save Time and Sanity; Explore Facebook for Fun and Professional Potential How to Decide Whether You Should BlogSpend Time with Your Audience and the Members Will Spend Time with You; Chapter 9: Proactive Professionals Pay Attention to Progress; Sales and Marketing Have Evolved So You Should Too; Medical Records Are Right on the Money; Chapter 10: When You're Allergic to Wool, Wear Cotton or Suffer for Your Entire Career; Passion, Time, and Luck-Plus Relationships; The ""Yes"" Business; Make Every Client a Secret Shopper; Global Roots in Virtual Spaces; Set Expectations; The Art of the Referral; Chapter 11: Meet Your Clients and Patients Directly An Accelerant of Change |
| Record Nr. | UNINA-9910829915103321 |
|
Kaplan Ari <1973->
|
||
| Hoboken, New Jersey : , : John Wiley & Sons, Inc., , 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The trusted advisor fieldbook [[electronic resource] ] : a comprehensive toolkit for leading with trust / / Charles H. Green, and Andrea P. Howe
| The trusted advisor fieldbook [[electronic resource] ] : a comprehensive toolkit for leading with trust / / Charles H. Green, and Andrea P. Howe |
| Autore | Green Charles H. <1950-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, c2012 |
| Descrizione fisica | 1 online resource (290 p.) |
| Disciplina | 658.4/092 |
| Altri autori (Persone) | HoweAndrea P |
| Soggetto topico |
Business ethics
Trust Leadership - Psychological aspects Interpersonal relations |
| ISBN |
1-118-16364-8
1-283-33248-5 9786613332486 1-118-16366-4 1-118-16365-6 |
| Classificazione | BUS075000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
The Trusted Advisor Fieldbook : A Comprehensive Toolkit for Leading with Trust; contents; introduction; Why a Fieldbook; Who Should Read this Book; How to Use this Book; Where to Begin; Part I A Trust Primer; Chapter 1 Fundamental Truths; Trust Requires Trusting and Being Trusted; Trust Is Personal; Trust Is about Relationships; Trust Is Created in Interactions; There Is No Trust without Risk; Trust Is Paradoxical; Listening Drives Trust and Influence; Trust Does Not Take Time; Trust Is Strong and Durable, Not Fragile; You Get What You Give; Chapter 2 Fundamental Attitudes
Principles over Processes You Are More Connected than You Think; It's Not about You; Curiosity Trumps Knowing; Time Works for You; Chapter 3 The Dynamics of influence; Earning the Right to Be Right: Three Steps; A Five-Point Checklist for Influencing Meetings; Chapter 4 Three Trust Models; The Trust Equation; The Trust Creation Process; The Trust Principles; Chapter 5 Five Trust Skills; Listen; Partner; Improvise; Risk; Know Yourself; Part II Developing your Trust Skill Set; Chapter 6 listen; The Listening Differentiator: Empathy; Four Barriers to Paying Attention; Three-Level Listening Seven Listening Best Practices Your Everyday Empathy Workout: Low Weights, High Reps; Chapter 7 Partner; Partnering Traits; Ten Common Partnering Barriers; Self-Assessment: Are You Primed for Partnership?; Specific Ways to Build Your Partnering Muscle; Chapter 8 improvise; The Science behind Moments of Truth; How Moments of Truth Become Moments of Mastery; The Practice of Improvisation; Role-Play Your Way to Mastery; Chapter 9 Risk; The Relationship between Trust and Risk; Six Ways to Practice Risk-Taking; The Three-Question Transparency Test; A Tool for Truth-Telling: Name It and Claim It The Power of Caveats Chapter 10 Know yourself; How Blind Spots Impede Trust-Building; Three Approaches to Expand Your Self-Knowledge; How to Use Self-Knowledge to Increase Trust; Part III Developing Business with Trust; Chapter 11 Trust-Based Marketing and Business Development; Focus on Your Customer; Collaborate to Drive New Business; Focus on Relationships, Not Transactions; Be Transparent with Prospects and Clients; Chapter 12 Trust-Based networking; Ten Best Practices for Trust-Based Networking; Technology and Trust-Based Networking; Chapter 13 Delivering the Pitch Sometimes the Best Pitch Is No Pitch Don't Skip the Prepitch Warm-Up; Make It Interactive; Have a Point of View; Take the Preoccupation Out of Price; With PowerPoint, Less Is More; Stop Selling Your Qualifications; Do Not Denigrate the Competition; Be Willing to Ditch the Pitch; Chapter 14 handling objections; The Problem: How You Think about Objections; The Antidote: Change Your Thinking; Three Ways to Improve the Quality of Your Conversations; Chapter 15 Talking Price; The Price Isn't the Problem; When to Talk Price; How to Address Price Concerns The Three Primary Drivers of Price Concerns |
| Record Nr. | UNINA-9910781469703321 |
|
Green Charles H. <1950->
|
||
| Hoboken, N.J., : Wiley, c2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The trusted advisor fieldbook [[electronic resource] ] : a comprehensive toolkit for leading with trust / / Charles H. Green, and Andrea P. Howe
| The trusted advisor fieldbook [[electronic resource] ] : a comprehensive toolkit for leading with trust / / Charles H. Green, and Andrea P. Howe |
| Autore | Green Charles H. <1950-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, c2012 |
| Descrizione fisica | 1 online resource (290 p.) |
| Disciplina | 658.4/092 |
| Altri autori (Persone) | HoweAndrea P |
| Soggetto topico |
Business ethics
Trust Leadership - Psychological aspects Interpersonal relations |
| ISBN |
1-118-16364-8
1-283-33248-5 9786613332486 1-118-16366-4 1-118-16365-6 |
| Classificazione | BUS075000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
The Trusted Advisor Fieldbook : A Comprehensive Toolkit for Leading with Trust; contents; introduction; Why a Fieldbook; Who Should Read this Book; How to Use this Book; Where to Begin; Part I A Trust Primer; Chapter 1 Fundamental Truths; Trust Requires Trusting and Being Trusted; Trust Is Personal; Trust Is about Relationships; Trust Is Created in Interactions; There Is No Trust without Risk; Trust Is Paradoxical; Listening Drives Trust and Influence; Trust Does Not Take Time; Trust Is Strong and Durable, Not Fragile; You Get What You Give; Chapter 2 Fundamental Attitudes
Principles over Processes You Are More Connected than You Think; It's Not about You; Curiosity Trumps Knowing; Time Works for You; Chapter 3 The Dynamics of influence; Earning the Right to Be Right: Three Steps; A Five-Point Checklist for Influencing Meetings; Chapter 4 Three Trust Models; The Trust Equation; The Trust Creation Process; The Trust Principles; Chapter 5 Five Trust Skills; Listen; Partner; Improvise; Risk; Know Yourself; Part II Developing your Trust Skill Set; Chapter 6 listen; The Listening Differentiator: Empathy; Four Barriers to Paying Attention; Three-Level Listening Seven Listening Best Practices Your Everyday Empathy Workout: Low Weights, High Reps; Chapter 7 Partner; Partnering Traits; Ten Common Partnering Barriers; Self-Assessment: Are You Primed for Partnership?; Specific Ways to Build Your Partnering Muscle; Chapter 8 improvise; The Science behind Moments of Truth; How Moments of Truth Become Moments of Mastery; The Practice of Improvisation; Role-Play Your Way to Mastery; Chapter 9 Risk; The Relationship between Trust and Risk; Six Ways to Practice Risk-Taking; The Three-Question Transparency Test; A Tool for Truth-Telling: Name It and Claim It The Power of Caveats Chapter 10 Know yourself; How Blind Spots Impede Trust-Building; Three Approaches to Expand Your Self-Knowledge; How to Use Self-Knowledge to Increase Trust; Part III Developing Business with Trust; Chapter 11 Trust-Based Marketing and Business Development; Focus on Your Customer; Collaborate to Drive New Business; Focus on Relationships, Not Transactions; Be Transparent with Prospects and Clients; Chapter 12 Trust-Based networking; Ten Best Practices for Trust-Based Networking; Technology and Trust-Based Networking; Chapter 13 Delivering the Pitch Sometimes the Best Pitch Is No Pitch Don't Skip the Prepitch Warm-Up; Make It Interactive; Have a Point of View; Take the Preoccupation Out of Price; With PowerPoint, Less Is More; Stop Selling Your Qualifications; Do Not Denigrate the Competition; Be Willing to Ditch the Pitch; Chapter 14 handling objections; The Problem: How You Think about Objections; The Antidote: Change Your Thinking; Three Ways to Improve the Quality of Your Conversations; Chapter 15 Talking Price; The Price Isn't the Problem; When to Talk Price; How to Address Price Concerns The Three Primary Drivers of Price Concerns |
| Record Nr. | UNINA-9910811200603321 |
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Green Charles H. <1950->
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| Hoboken, N.J., : Wiley, c2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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