The trusted firm :
Czerniawska, Fiona.
The trusted firm : how consulting firms build successful client relationships / Fiona Czerniawska. - Chichester ; Hoboken, NJ : J. Wiley, c2007. - x, 247 p. : ill. ; 24 cm.
Includes index.
The changing client-consultant relationship -- Promise, promises : excellent relationships from a client perspective -- The invisible firm -- The trouble with the status quo -- The client-consultant-consulting firm relationship -- Personal chemistry and relationship skills -- Recruitment, retention and remuneration -- Brand versus specialization? the race to the top? -- Handling the sales process -- Thought leadership? as much culture as intellect -- Managing consulting projects -- Three types of teamwork -- When is a methodology not a methodology? -- Innovation? beyond the borrowed watch -- The two-way mirror? listening and talking to clients -- Partners and parents -- Values -- Living the values, valuing the lives -- Conclusions.
9780470027172 0470027177
2006020355
Consulting firms.
Business consultants.
HD69.C6 / C92353 2006
001
The trusted firm : how consulting firms build successful client relationships / Fiona Czerniawska. - Chichester ; Hoboken, NJ : J. Wiley, c2007. - x, 247 p. : ill. ; 24 cm.
Includes index.
The changing client-consultant relationship -- Promise, promises : excellent relationships from a client perspective -- The invisible firm -- The trouble with the status quo -- The client-consultant-consulting firm relationship -- Personal chemistry and relationship skills -- Recruitment, retention and remuneration -- Brand versus specialization? the race to the top? -- Handling the sales process -- Thought leadership? as much culture as intellect -- Managing consulting projects -- Three types of teamwork -- When is a methodology not a methodology? -- Innovation? beyond the borrowed watch -- The two-way mirror? listening and talking to clients -- Partners and parents -- Values -- Living the values, valuing the lives -- Conclusions.
9780470027172 0470027177
2006020355
Consulting firms.
Business consultants.
HD69.C6 / C92353 2006
001