05417cam a2200709 i 4500 ocn905970342 OCoLC 20171025084555.0 m o d cr ||||||||||| 150330t20152015enk o 001 0 eng 2015012686 9781119106197 electronic bk. 1119106192 electronic bk. 9781119106210 electronic bk. 1119106214 electronic bk. 9781119166559 1119166551 1119106206 (cloth) 9781119106203 (cloth) NZ1 16093617 GBVCP 829888330 DEBSZ 453345417 AU@ 000054495919 DEBBG BV043620378 DEBBG BV043397661 (OCoLC)905970342 (OCoLC)911246486 4ABB1DE4-868B-4F6C-9142-CFFB117AE6B0 OverDrive, Inc. http://www.overdrive.com DLC eng rda DLC YDX N$T DG1 E7B OCLCF RECBK YDXCP OCLCO EBLCP OCLCO COO SCB IDEBK CDX TEFOD DEBSZ DEBBG pcc MAIN HD69.C6 REF 018000 bisacsh 001 23 Parikh, Samir, 1970- The consultant's handbook : a practical guide to delivering high-value and differentiated services in a competitive marketplace / Samir Parikh. [electronic resource] Chichester, West Sussex, United Kingdom : John Wiley & Sons, Inc., 2015. ©2015 1 online resource (vii, 220 pages) text rdacontent computer rdamedia online resource rdacarrier Includes index. Cover; Title Page; Copyright; Contents; About the Author; Introduction; Part I: Consulting Fundamentals; Chapter 1: What is Consulting?; Consulting: The Basic Proposition; Who is Qualified to be a Consultant?; Representing A Consulting Organization; Ethics in Consulting; Consulting Versus Selling; Chapter Summary; Chapter 2: Preparing to Consult; Basic Preparation; Detailed Preparation; Engagement-Specific Preparation; Chapter Summary; Chapter 3: Establishing Credibility; Positioning: The Personal Introduction; Positioning: The Corporate Introduction; Chapter Summary. Chapter 4: Managing Client MeetingsSetting the Meeting Objectives; Composing the Consulting Participant Team; Agreeing on the Team Plan; Structuring the Interaction; Chapter Summary; Part II: Case Studies; Case Study 1: Exploring a New Consulting Opportunity; Case Scenario; Meeting Preparation; Exploring an Opportunity: The Set-Up Phase; Exploring an Opportunity: The Meeting Body; Exploring an Opportunity: The Client Dialogue; Exploring an Opportunity: The Closure Phase; The Meeting Outcome; Chapter Summary; Case Study 2: Presenting a Solution Approach; Case Scenario; Meeting Preparation. Presenting a Solution Approach: The Set-Up PhasePresenting a Solution Approach: The Meeting Body; Presenting a Solution Approach: The Client Dialogue; The Meeting Outcome; The Role of an Adviser: Challenging Your Client; Chapter Summary; Case Study 3: Scoping a Study; Case Scenario; Meeting Preparation; Scoping a Study: The Set-Up Phase; Scoping a Study: The Client Dialogue; The Meeting Outcome; Chapter Summary; Part III: Additional Topics; Chapter 5: Proposing a Consulting Service; Selecting the Content; Practices to Avoid; Chapter Summary; Chapter 6: Delivering a Consulting Service. The 50:50 RuleDelivering the Result; Optimizing the Client Experience; Chapter Summary; Chapter 7: Client Interactions and Related Obstacles; The Importance of Adaptability; Dealing with Client-Related Obstacles; Chapter Summary; Chapter 8: The Skill of Advising; The Deductive Method; The Inductive Method; Comparing the Methods; Combining the Methods; Documenting the Argument; Presenting an Argument; Chapter Summary; Index; EULA. Delivers the essential practical skills needed to consult and make sharp, well prepared interactions in a wide range of business situations This comprehensive handbook covers the fundamental skills and attitudes required by successful consultants from novice to practitioner level, irrespective of their specialist area. It untangles the key variables present in any consulting service and introduces practical ways to improve their effectiveness based upon the author's experience of helping consulting organisations to develop and excel in the marketplace. The book explores consulting 'from the g. Description based on print version record and CIP data provided by publisher. Business consultants. Consulting firms Management. REFERENCE / Questions & Answers bisacsh Business consultants. fast (OCoLC)fst00842443 Consulting firms Management. fast (OCoLC)fst00876231 Business consultants. Business. Consulting firms Management. Electronic books. Print version: Parikh, Samir, 1970- Consultant's handbook Chichester, West Sussex, United Kingdom : John Wiley & Sons, Inc., 2015 9781119106203 (DLC) 2015009041 http://onlinelibrary.wiley.com/book/10.1002/9781119166559 Wiley Online Library ddc BK 207963 207963