|
|
|
|
| LEADER |
00000cam a2200000 i 4500 |
| 001 |
EBSCO_on1119630734 |
| 003 |
OCoLC |
| 005 |
20231017213018.0 |
| 006 |
m o d |
| 007 |
cr |n|---||||| |
| 008 |
190914s2019 enk o 000 0 eng d |
| 040 |
|
|
|a EBLCP
|b eng
|e rda
|e pn
|c EBLCP
|d UKMGB
|d OCLCO
|d OCLCQ
|d OCLCF
|d OCLCQ
|d N$T
|d OCLCQ
|d YDXIT
|d UKAHL
|d YDX
|d OCLCQ
|d OCLCO
|d OCLCQ
|
| 015 |
|
|
|a GBB9G2817
|2 bnb
|
| 016 |
7 |
|
|a 019553903
|2 Uk
|
| 019 |
|
|
|a 1119533150
|a 1158214047
|
| 020 |
|
|
|a 1789550807
|
| 020 |
|
|
|a 9781789550801
|q (electronic book)
|
| 020 |
|
|
|z 9781789550795
|q (paperback)
|
| 029 |
1 |
|
|a UKMGB
|b 019553903
|
| 035 |
|
|
|a (OCoLC)1119630734
|z (OCoLC)1119533150
|z (OCoLC)1158214047
|
| 037 |
|
|
|a 9781789550801
|b Legend Press
|
| 050 |
|
4 |
|a HD69.C6
|b M35 2019
|
| 082 |
0 |
4 |
|a 658.46
|2 23
|
| 049 |
|
|
|a UAMI
|
| 100 |
1 |
|
|a Markham, Calvert,
|e author.
|
| 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
|
| 338 |
|
|
|a online resource
|b cr
|2 rdacarrier
|
| 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).
|
| 590 |
|
|
|a eBooks on EBSCOhost
|b EBSCO eBook Subscription Academic Collection - Worldwide
|
| 650 |
|
0 |
|a Business consultants.
|
| 650 |
|
6 |
|a Conseillers d'entreprise.
|
| 650 |
|
7 |
|a Business consultants.
|2 fast
|0 (OCoLC)fst00842443
|
| 776 |
0 |
8 |
|i Print version:
|a Markham, Calvert.
|t Mastering Management Consultancy.
|d London : Legend Business Books, ©2019
|
| 856 |
4 |
0 |
|u https://ebsco.uam.elogim.com/login.aspx?direct=true&scope=site&db=nlebk&AN=2247217
|z Texto completo
|
| 938 |
|
|
|a Askews and Holts Library Services
|b ASKH
|n AH36752117
|
| 938 |
|
|
|a ProQuest Ebook Central
|b EBLB
|n EBL5894037
|
| 938 |
|
|
|a EBSCOhost
|b EBSC
|n 2247217
|
| 938 |
|
|
|a YBP Library Services
|b YANK
|n 300814196
|
| 994 |
|
|
|a 92
|b IZTAP
|
