ESCP Europe

Item type

Book

Language

English

Publication year

2010

ISBN

978-0-273-73087-3

The secret for success in attracting, winning, retaining and growing client business whether working as an independent or for a firm. Mike Lander, CEO, Consulting Strategies Ltd.

PART 1. UNDERSTANDING CONSULTANTS AND CONSULTANCY --- 1. Consultants and consultancy --- 2. Why does anyone buy consultancy? --- 3. Your consulting service --- 4. The three core processes of client-centric consulting --- PART 2. CONSULTING ENGAGEMENTS --- 5. Finding and winning work --- 6. Delivering consulting engagements and satisfying clients --- 7. The alternative approach -- process consulting and facilitation --- 8. Closing engagements and sustaining results --- PART 3 HIGH-PERFORMANCE CONSULTING --- 9. Developing long-term client relationships --- 10. The ethical dimension --- 11. The language of consulting --- 12. Knowing when to say no --- 13. Key consulting tips --- 14. The client's perspective -- buying consultancy Conclusion --- PART 4. ADDITIONAL RESOURCES FOR CONSULTANTS --- A. The tools, processes and materials of a consultancy business --- B. References --- C. Sample proposal letter --- Index..