Czerniawska The Trusted Firm

How Consulting Firms Build Successful Client Relationships
1. Auflage 2006
ISBN: 978-0-470-05926-5
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 260 Seiten, E-Book

The consulting industry has been on a roller-coaster ride since theheady days of the 1990s. After a recession triggered by the dotcomcrash, it's now growing rapidly again--but in a market that haschanged beyond all recognition. Fees are down, buying iscentralized and many clients are ex-consultants who know all thetricks of the trade. It's a hostile environment in which greatpersonal qualities are no longer enough--consultants need trustedfirms behind them, helping them deliver results. This uniquejourney through the new consulting terrain looks at how leadingconsulting firms worldwide create a platform for success: whatvalues they need; who they recruit and what recruitment processeswork best; how they keep their finger on the pulse of the market;how they match the right people to particular jobs.
"This book is essential for both client and consultant tounderstand the pitfalls to avoid and the conditions neccessary forsuccessin todays' complex, multi faceted projectenvironment."
-- Peter Hill, Chief Executive, Management ConsultanciesAssociation
"The Trusted Firm presents a compelling blueprint for theconsulting firm of the future. From concepts to tactics, this bookshows firm leaders why and how to rethink their businesses to earnclient trust-the ultimate market differentiator."
--Michael W. McLaughlin, Editor, Management Consulting News andauthor of Guerrilla Marketing for Consultants
"Fiona, astute observer, commentator of the management field,provides insight and clarity to the chaos of rapid changes in ourclients' evolving demands and how our firms can most effectivelyrespond to them.
A must-read for understanding data on contemporary client demands;a valuable contribution to our field. Czerniawska explicates thedynamics of the three-pronged relationship between the client, theconsultant and the firm. She explains why each aspect of thistri-partite relationship is equally significant in the successfulengagement."
--Elizabeth Ann Kovacs, President & CEO, Association ofManagement Consulting Firms

Autoren/Hrsg.

Czerniawska, Fiona

Inhaltsverzeichnis

Preface.
Acknowledgements.
About the author.
Part I INTRODUCTION.
1 The changing client-consultant relationship.
2 Promises, promises: excellent relationships from a clientperspective.
3 The invisible firm.
4 The trouble with the status quo.
5 The client-consultant-consulting firmrelationship.
Part II PEOPLE.
6 Personal chemistry and relationship skills.
7 Recruitment, retention and remuneration.
Part III PROCESS (1): MARKETING AND SELLING.
8 Brand versus specialization: the race to the top?
9 Handling the sales process.
10 Thought leadership: as much culture as intellect.
Part IV PROCESS (2): DELIVERY.
11 Managing consulting projects.
12 Three types of teamwork.
13 When is a methodology not a methodology?
14 Innovation - beyond the borrowed watch?
15 The two-way mirror: listening and talking to clients.
16 Partners and parents.
Part V VALUES.
17 Values.
18 Living the values, valuing the lives.
19 Conclusions.
Index.

Über Autor(innen)

An internationally renowned expert on the consultancy industry, Fiona Czerniawska is Director of the Management Consultancies Association's Think Tank and Founder and Managing Director of Arkimeda. She researches and consults on strategic issues in the consulting industry, and is the author of seven successful books on the consulting industry.