Management Consultant, The: Mastering The Art Of Consultancy, 2nd edition

Published by Financial Times Press (August 9, 2019) © 2020

  • Richard Newton
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The secret of being a successful management consultant is to focus on the genuine needs of the client. You need to learn the skills that will help you understand these needs, deliver real value to your clients and help them get the results they want. The Management Consultant shows you how.

Samples

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  • 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. Transitioning
  • 7. Delivering consulting engagements and satisfying clients
  • 8. The alternative approach - process consulting and facilitation
  • 9. Closing engagements and sustaining results
  • Part 3 High-performance consulting
  • 10. Developing long-term client relationships
  • 11. The ethical dimension
  • 12. The language of consulting
  • 13. Knowing when to say no
  • 14. Key consulting tips
  • 15. 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

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