Mastering Management Consultancy /:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
London :
Legend Business Books,
2019.
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Beschreibung: | 1 online resource (187 pages) |
| ISBN: | 1789550807 9781789550801 |
Internformat
MARC
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| 015 | |a GBB9G2817 |2 bnb | ||
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| 035 | |a (OCoLC)1119630734 |z (OCoLC)1119533150 |z (OCoLC)1158214047 | ||
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| 050 | 4 | |a HD69.C6 |b M35 2019 | |
| 082 | 7 | |a 658.46 |2 23 | |
| 049 | |a MAIN | ||
| 100 | 1 | |a Markham, Calvert, |e author. |0 http://id.loc.gov/authorities/names/n93115339 | |
| 245 | 1 | 0 | |a Mastering Management Consultancy / |c Calvert Markham. |
| 264 | 1 | |a London : |b Legend Business Books, |c 2019. | |
| 300 | |a 1 online resource (187 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
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| 505 | 0 | |a Cover; Title; Copyright; Contents; Preface; Introduction; 1 The nature of consultancy; What is consultancy?; Why use consultants?; The nature of consultancy practices; The role of the consultant; What sort of people become consultants?; The relationship between the practice and the client; Consultancy skills; 2 Consultancy problem solving; The structure of business problems; Making sense of a client's predicament; The problem solving approach; Data collection; Data analysis and conclusions; 3 Operating a consultancy project; The structure of a consultancy project | |
| 505 | 8 | |a Terms of reference specify the projectDiagnosis: managing consultancy projects; Intervention: developing and implementing recommendations; Closure: completing the project; 4 Managing client relationships; Why the client relationship is important; Account management; Factors contributing to the quality of a relationship; Monitoring the client relationship; Creating satisfied clients; 5 Product definition and marketing in consultancy; Product-market definition; Marketing consultancy; Promotional activities; 6 The consultancy sales process; The consultancy sales process; Relationship development | |
| 505 | 8 | |a ProspectionDeveloping the proposition; Pitching for the sale; Organising for selling; Monitoring sales performance; Developing sales performance; 7 Conducting specific sales transactions; Becoming a consultancy salesperson; The ingredients of selling performance; Purposes of selling -- what we are trying to achieve; The sales process; Establishing a dialogue with a prospective client; Conducting selling transactions; Converting the ITT to a sale; Developing selling skills; 8 Commercial aspects of consultancy; Determining fee rates; Expenses; What do we tell the client?; Terms of payment | |
| 505 | 8 | |a Other methods of generating revenue in consultancyUsing sub-contractors; Non-time related charges; Terms of business; 9 Managing a consultancy business; Leadership in a consultancy practice; Organisation structure within a consultancy practice; Intellectual property in a consultancy practice; Managing consultants; Epilogue | |
| 588 | 0 | |a Online resource; title from PDF title page (viewed November 02, 2020). | |
| 650 | 0 | |a Business consultants. |0 http://id.loc.gov/authorities/subjects/sh85018276 | |
| 650 | 6 | |a Conseillers d'entreprise. | |
| 650 | 7 | |a Business consultants |2 fast | |
| 758 | |i has work: |a Mastering Management Consultancy (Text) |1 https://id.oclc.org/worldcat/entity/E39PCGmCGPm8PJgbHYWBgRTyMK |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Markham, Calvert. |t Mastering Management Consultancy. |d London : Legend Business Books, ©2019 |
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Datensatz im Suchindex
| DE-BY-FWS_katkey | ZDB-4-EBU-on1119630734 |
|---|---|
| _version_ | 1816796935338590208 |
| adam_text | |
| any_adam_object | |
| author | Markham, Calvert |
| author_GND | http://id.loc.gov/authorities/names/n93115339 |
| author_facet | Markham, Calvert |
| author_role | aut |
| author_sort | Markham, Calvert |
| author_variant | c m cm |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | H - Social Science |
| callnumber-label | HD69 |
| callnumber-raw | HD69.C6 M35 2019 |
| callnumber-search | HD69.C6 M35 2019 |
| callnumber-sort | HD 269 C6 M35 42019 |
| callnumber-subject | HD - Industries, Land Use, Labor |
| collection | ZDB-4-EBU |
| contents | Cover; Title; Copyright; Contents; Preface; Introduction; 1 The nature of consultancy; What is consultancy?; Why use consultants?; The nature of consultancy practices; The role of the consultant; What sort of people become consultants?; The relationship between the practice and the client; Consultancy skills; 2 Consultancy problem solving; The structure of business problems; Making sense of a client's predicament; The problem solving approach; Data collection; Data analysis and conclusions; 3 Operating a consultancy project; The structure of a consultancy project Terms of reference specify the projectDiagnosis: managing consultancy projects; Intervention: developing and implementing recommendations; Closure: completing the project; 4 Managing client relationships; Why the client relationship is important; Account management; Factors contributing to the quality of a relationship; Monitoring the client relationship; Creating satisfied clients; 5 Product definition and marketing in consultancy; Product-market definition; Marketing consultancy; Promotional activities; 6 The consultancy sales process; The consultancy sales process; Relationship development ProspectionDeveloping the proposition; Pitching for the sale; Organising for selling; Monitoring sales performance; Developing sales performance; 7 Conducting specific sales transactions; Becoming a consultancy salesperson; The ingredients of selling performance; Purposes of selling -- what we are trying to achieve; The sales process; Establishing a dialogue with a prospective client; Conducting selling transactions; Converting the ITT to a sale; Developing selling skills; 8 Commercial aspects of consultancy; Determining fee rates; Expenses; What do we tell the client?; Terms of payment Other methods of generating revenue in consultancyUsing sub-contractors; Non-time related charges; Terms of business; 9 Managing a consultancy business; Leadership in a consultancy practice; Organisation structure within a consultancy practice; Intellectual property in a consultancy practice; Managing consultants; Epilogue |
| ctrlnum | (OCoLC)1119630734 |
| dewey-full | 658.46 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.46 |
| dewey-search | 658.46 |
| dewey-sort | 3658.46 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | ZDB-4-EBU-on1119630734 |
| illustrated | Not Illustrated |
| indexdate | 2024-11-26T14:49:35Z |
| institution | BVB |
| isbn | 1789550807 9781789550801 |
| language | English |
| oclc_num | 1119630734 |
| open_access_boolean | |
| owner | MAIN DE-863 DE-BY-FWS |
| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource (187 pages) |
| psigel | ZDB-4-EBU |
| publishDate | 2019 |
| publishDateSearch | 2019 |
| publishDateSort | 2019 |
| publisher | Legend Business Books, |
| record_format | marc |
| spelling | Markham, Calvert, author. http://id.loc.gov/authorities/names/n93115339 Mastering Management Consultancy / Calvert Markham. London : Legend Business Books, 2019. 1 online resource (187 pages) text txt rdacontent computer c rdamedia online resource cr rdacarrier Cover; Title; Copyright; Contents; Preface; Introduction; 1 The nature of consultancy; What is consultancy?; Why use consultants?; The nature of consultancy practices; The role of the consultant; What sort of people become consultants?; The relationship between the practice and the client; Consultancy skills; 2 Consultancy problem solving; The structure of business problems; Making sense of a client's predicament; The problem solving approach; Data collection; Data analysis and conclusions; 3 Operating a consultancy project; The structure of a consultancy project Terms of reference specify the projectDiagnosis: managing consultancy projects; Intervention: developing and implementing recommendations; Closure: completing the project; 4 Managing client relationships; Why the client relationship is important; Account management; Factors contributing to the quality of a relationship; Monitoring the client relationship; Creating satisfied clients; 5 Product definition and marketing in consultancy; Product-market definition; Marketing consultancy; Promotional activities; 6 The consultancy sales process; The consultancy sales process; Relationship development ProspectionDeveloping the proposition; Pitching for the sale; Organising for selling; Monitoring sales performance; Developing sales performance; 7 Conducting specific sales transactions; Becoming a consultancy salesperson; The ingredients of selling performance; Purposes of selling -- what we are trying to achieve; The sales process; Establishing a dialogue with a prospective client; Conducting selling transactions; Converting the ITT to a sale; Developing selling skills; 8 Commercial aspects of consultancy; Determining fee rates; Expenses; What do we tell the client?; Terms of payment Other methods of generating revenue in consultancyUsing sub-contractors; Non-time related charges; Terms of business; 9 Managing a consultancy business; Leadership in a consultancy practice; Organisation structure within a consultancy practice; Intellectual property in a consultancy practice; Managing consultants; Epilogue Online resource; title from PDF title page (viewed November 02, 2020). Business consultants. http://id.loc.gov/authorities/subjects/sh85018276 Conseillers d'entreprise. Business consultants fast has work: Mastering Management Consultancy (Text) https://id.oclc.org/worldcat/entity/E39PCGmCGPm8PJgbHYWBgRTyMK https://id.oclc.org/worldcat/ontology/hasWork Print version: Markham, Calvert. Mastering Management Consultancy. London : Legend Business Books, ©2019 FWS01 ZDB-4-EBU FWS_PDA_EBU https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=2247217 Volltext |
| spellingShingle | Markham, Calvert Mastering Management Consultancy / Cover; Title; Copyright; Contents; Preface; Introduction; 1 The nature of consultancy; What is consultancy?; Why use consultants?; The nature of consultancy practices; The role of the consultant; What sort of people become consultants?; The relationship between the practice and the client; Consultancy skills; 2 Consultancy problem solving; The structure of business problems; Making sense of a client's predicament; The problem solving approach; Data collection; Data analysis and conclusions; 3 Operating a consultancy project; The structure of a consultancy project Terms of reference specify the projectDiagnosis: managing consultancy projects; Intervention: developing and implementing recommendations; Closure: completing the project; 4 Managing client relationships; Why the client relationship is important; Account management; Factors contributing to the quality of a relationship; Monitoring the client relationship; Creating satisfied clients; 5 Product definition and marketing in consultancy; Product-market definition; Marketing consultancy; Promotional activities; 6 The consultancy sales process; The consultancy sales process; Relationship development ProspectionDeveloping the proposition; Pitching for the sale; Organising for selling; Monitoring sales performance; Developing sales performance; 7 Conducting specific sales transactions; Becoming a consultancy salesperson; The ingredients of selling performance; Purposes of selling -- what we are trying to achieve; The sales process; Establishing a dialogue with a prospective client; Conducting selling transactions; Converting the ITT to a sale; Developing selling skills; 8 Commercial aspects of consultancy; Determining fee rates; Expenses; What do we tell the client?; Terms of payment Other methods of generating revenue in consultancyUsing sub-contractors; Non-time related charges; Terms of business; 9 Managing a consultancy business; Leadership in a consultancy practice; Organisation structure within a consultancy practice; Intellectual property in a consultancy practice; Managing consultants; Epilogue Business consultants. http://id.loc.gov/authorities/subjects/sh85018276 Conseillers d'entreprise. Business consultants fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85018276 |
| title | Mastering Management Consultancy / |
| title_auth | Mastering Management Consultancy / |
| title_exact_search | Mastering Management Consultancy / |
| title_full | Mastering Management Consultancy / Calvert Markham. |
| title_fullStr | Mastering Management Consultancy / Calvert Markham. |
| title_full_unstemmed | Mastering Management Consultancy / Calvert Markham. |
| title_short | Mastering Management Consultancy / |
| title_sort | mastering management consultancy |
| topic | Business consultants. http://id.loc.gov/authorities/subjects/sh85018276 Conseillers d'entreprise. Business consultants fast |
| topic_facet | Business consultants. Conseillers d'entreprise. Business consultants |
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