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The consultant's handbook : a practical guide to delivering high-value and differentiated services in a competitive marketplace / / Samir Parikh
| The consultant's handbook : a practical guide to delivering high-value and differentiated services in a competitive marketplace / / Samir Parikh |
| Autore | Parikh Samir <1970-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Chichester, England : , : Wiley, , 2015 |
| Descrizione fisica | 1 online resource (235 p.) |
| Disciplina | 001 |
| Soggetto topico |
Business consultants
Consulting firms - Management |
| ISBN |
1-119-10621-4
1-119-16655-1 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright; Contents; About the Author; Introduction; Part I: Consulting Fundamentals; Chapter 1: What is Consulting?; Consulting: The Basic Proposition; Who is Qualified to be a Consultant?; Representing A Consulting Organization; Ethics in Consulting; Consulting Versus Selling; Chapter Summary; Chapter 2: Preparing to Consult; Basic Preparation; Detailed Preparation; Engagement-Specific Preparation; Chapter Summary; Chapter 3: Establishing Credibility; Positioning: The Personal Introduction; Positioning: The Corporate Introduction; Chapter Summary
Chapter 4: Managing Client MeetingsSetting the Meeting Objectives; Composing the Consulting Participant Team; Agreeing on the Team Plan; Structuring the Interaction; Chapter Summary; Part II: Case Studies; Case Study 1: Exploring a New Consulting Opportunity; Case Scenario; Meeting Preparation; Exploring an Opportunity: The Set-Up Phase; Exploring an Opportunity: The Meeting Body; Exploring an Opportunity: The Client Dialogue; Exploring an Opportunity: The Closure Phase; The Meeting Outcome; Chapter Summary; Case Study 2: Presenting a Solution Approach; Case Scenario; Meeting Preparation Presenting a Solution Approach: The Set-Up PhasePresenting a Solution Approach: The Meeting Body; Presenting a Solution Approach: The Client Dialogue; The Meeting Outcome; The Role of an Adviser: Challenging Your Client; Chapter Summary; Case Study 3: Scoping a Study; Case Scenario; Meeting Preparation; Scoping a Study: The Set-Up Phase; Scoping a Study: The Client Dialogue; The Meeting Outcome; Chapter Summary; Part III: Additional Topics; Chapter 5: Proposing a Consulting Service; Selecting the Content; Practices to Avoid; Chapter Summary; Chapter 6: Delivering a Consulting Service The 50:50 RuleDelivering the Result; Optimizing the Client Experience; Chapter Summary; Chapter 7: Client Interactions and Related Obstacles; The Importance of Adaptability; Dealing with Client-Related Obstacles; Chapter Summary; Chapter 8: The Skill of Advising; The Deductive Method; The Inductive Method; Comparing the Methods; Combining the Methods; Documenting the Argument; Presenting an Argument; Chapter Summary; Index; EULA |
| Record Nr. | UNINA-9910140636103321 |
Parikh Samir <1970->
|
||
| Chichester, England : , : Wiley, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The consultant's handbook : a practical guide to delivering high-value and differentiated services in a competitive marketplace / / Samir Parikh
| The consultant's handbook : a practical guide to delivering high-value and differentiated services in a competitive marketplace / / Samir Parikh |
| Autore | Parikh Samir <1970-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Chichester, England : , : Wiley, , 2015 |
| Descrizione fisica | 1 online resource (235 p.) |
| Disciplina | 001 |
| Soggetto topico |
Business consultants
Consulting firms - Management |
| ISBN |
1-119-10621-4
1-119-16655-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright; Contents; About the Author; Introduction; Part I: Consulting Fundamentals; Chapter 1: What is Consulting?; Consulting: The Basic Proposition; Who is Qualified to be a Consultant?; Representing A Consulting Organization; Ethics in Consulting; Consulting Versus Selling; Chapter Summary; Chapter 2: Preparing to Consult; Basic Preparation; Detailed Preparation; Engagement-Specific Preparation; Chapter Summary; Chapter 3: Establishing Credibility; Positioning: The Personal Introduction; Positioning: The Corporate Introduction; Chapter Summary
Chapter 4: Managing Client MeetingsSetting the Meeting Objectives; Composing the Consulting Participant Team; Agreeing on the Team Plan; Structuring the Interaction; Chapter Summary; Part II: Case Studies; Case Study 1: Exploring a New Consulting Opportunity; Case Scenario; Meeting Preparation; Exploring an Opportunity: The Set-Up Phase; Exploring an Opportunity: The Meeting Body; Exploring an Opportunity: The Client Dialogue; Exploring an Opportunity: The Closure Phase; The Meeting Outcome; Chapter Summary; Case Study 2: Presenting a Solution Approach; Case Scenario; Meeting Preparation Presenting a Solution Approach: The Set-Up PhasePresenting a Solution Approach: The Meeting Body; Presenting a Solution Approach: The Client Dialogue; The Meeting Outcome; The Role of an Adviser: Challenging Your Client; Chapter Summary; Case Study 3: Scoping a Study; Case Scenario; Meeting Preparation; Scoping a Study: The Set-Up Phase; Scoping a Study: The Client Dialogue; The Meeting Outcome; Chapter Summary; Part III: Additional Topics; Chapter 5: Proposing a Consulting Service; Selecting the Content; Practices to Avoid; Chapter Summary; Chapter 6: Delivering a Consulting Service The 50:50 RuleDelivering the Result; Optimizing the Client Experience; Chapter Summary; Chapter 7: Client Interactions and Related Obstacles; The Importance of Adaptability; Dealing with Client-Related Obstacles; Chapter Summary; Chapter 8: The Skill of Advising; The Deductive Method; The Inductive Method; Comparing the Methods; Combining the Methods; Documenting the Argument; Presenting an Argument; Chapter Summary; Index; EULA |
| Record Nr. | UNINA-9910816289803321 |
|
Parikh Samir <1970->
|
||
| Chichester, England : , : Wiley, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||