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Top Consultant: Your Skills for Greater Effectiveness » (REV)
Authors: Calvert Markham
ISBN-13: 9780749425791, ISBN-10: 0749425792
Format: Paperback
Publisher: Kogan Page, Ltd.
Date Published: May 1998
Edition: REV
Author Biography: Calvert Markham
Calvert Markham is Managing Director of Consultancy Skills Training Ltd (Consulting Skills USA in the United States.) He is also the author of How to be your Own Management Consultant (Kogan Page)
Book Synopsis
This complete guide is for all consultants looking to provide a first class service to their clients, and who wish to become expert practitioners.
Table of Contents
| 1 | The nature of consultancy | 1 |
| 2 | Managing a consultancy business | 11 |
| 3 | Product definition and marketing in consultancy | 25 |
| 4 | The consultancy sales process | 39 |
| 5 | Conducting specific sales transactions | 61 |
| 6 | Consultancy problem solving | 99 |
| 7 | Commercial aspects of consultancy | 137 |
| 8 | Operating a consultancy project | 157 |
| 9 | Managing client relationships | 193 |
| Further reading from Kogan Page | 223 |
Subjects
