Client Centered Business Consulting
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Author | : Federico Addimando |
Publisher | : Springer Nature |
Total Pages | : 104 |
Release | : 2023-10-23 |
Genre | : Psychology |
ISBN | : 3031428447 |
This book explores the psychology behind effective business consulting. We dive into the various factors that shape client behavior and decision-making, and we provide insights into the most effective techniques and strategies for building rapport, establishing trust, and delivering value. Whether you are a seasoned consultant looking to refine your skills, or a new consultant seeking to build a solid foundation, this book is designed to provide you with the tools and knowledge you need to succeed in the dynamic and demanding world of business consulting.
Author | : Federico Addimando |
Publisher | : Springer |
Total Pages | : 0 |
Release | : 2023-10-29 |
Genre | : Psychology |
ISBN | : 9783031428432 |
This book explores the psychology behind effective business consulting. We dive into the various factors that shape client behavior and decision-making, and we provide insights into the most effective techniques and strategies for building rapport, establishing trust, and delivering value. Whether you are a seasoned consultant looking to refine your skills, or a new consultant seeking to build a solid foundation, this book is designed to provide you with the tools and knowledge you need to succeed in the dynamic and demanding world of business consulting.
Author | : Richard A. Connor |
Publisher | : John Wiley & Sons |
Total Pages | : 264 |
Release | : 1990 |
Genre | : Business & Economics |
ISBN | : |
Here is a blueprint for professionals, business people and techinicians: specialists who want to enter the consulting field or market their firms' professional services more effectively and profitably. This second edition is revised to serve as a marketing handbook for the 1990s and beyond, and is based on the same client-centered/leveraged approach as the original edition, showing how servicing fewer clients/markets can generate greater profits. It contains principle-based practices and strategies culled from over 20 years of experiences in 600 firms, effectively converting theory into practical reality for professionals who need to know what to do and how to do it.
Author | : Peter Fader |
Publisher | : |
Total Pages | : 128 |
Release | : 2012 |
Genre | : Business planning |
ISBN | : |
Not all customers are created equal. Despite what the tired old adage says, the customer is not always right. Not all customers deserve your best efforts: in the world of customer centricity, there are good customers...and then there is pretty much everybody else. Upending some of our most fundamental beliefs, renowned behavioral data expert Peter Fader, Co-Director of The Wharton Customer Analytics Initiative, helps businesses radically rethink how they relate to customers. He provides insights to help you revamp your performance metrics, product development, customer relationship management and organization in order to make sure you focus directly on the needs of your most valuable customers and increase profits for the long term.
Author | : Peter Cockman |
Publisher | : McGraw-Hill Companies |
Total Pages | : 228 |
Release | : 1996 |
Genre | : Business & Economics |
ISBN | : 9780077075651 |
Persuade Clients to See Things Your Way Here's a fool-proof, hassle-free way to get clients to accept & implement your ideas in any consulting engagement. In Client-Centered Consulting: Getting Your Expertise Used When You're Not in Charge, consulting gurus Peter Cockman, Bill Evans & Peter Reynolds give you hands-on, practice-proven tools to influence, inspire & motivate even the most reluctant people to follow your advice, & work together to solve organizational problems. You'll discover powerful, easy-to-master techniques to help you: Build your reputation as a master communicator; Hone razor-sharp observation & feedback skills; Deal effectively with anxious, angry & threatened employees; Fine-tune your ability to identify problems & generate creative solutions; Develop strong & effective teams; And much more.
Author | : Richard A. Connor |
Publisher | : John Wiley & Sons |
Total Pages | : 348 |
Release | : 1987 |
Genre | : Business & Economics |
ISBN | : |
This book focuses on the number one problem facing service professionals: how to get new clients. Rather than trying to sell a service, the authors present a client-centered-niche approach where the professional is able to suggest ways in which the prospect can improve his business. Connor and Davidson show how to target a niche and develop an insider's understanding of the niche, how to uncover client needs, how to tailor services to client needs, techniques for getting through to decision makers and getting appointments to make presentations, how to prepare for client discussions, how to make presentations which provide solutions to clients' problems, how to handle client objections, how to prepare a winning proposal.
Author | : Peter Cockman |
Publisher | : |
Total Pages | : 292 |
Release | : 1999 |
Genre | : Business consultants |
ISBN | : 9780077093341 |
Consulting for Real People: a client centred approach for leaders and change agents 2/e shows you how to become truly client-centred by empowering your client and supporting them right through to the point where the new behaviour replaces the old. Formerly titled '||'''Client-Centred Consulting: A practical guide for internal advisers and trainers'||''' this highly successful book has been fully updated to reflect advances in the field. The scope of the book has also been expanded to include issues, dilemmas and the operational styles of both internal and external change agents. Other new topics covered include change management issues for leaders, managing large-scale organisational changes, and ways in which change agents can empower themselves and their clients. The book begins with an exploration of all aspects of change management from the perspective of consultant, manager or team leader. It goes on to explore the range of consulting styles available and the structure of the consultant-client relationship. Finally it explains why successful change agents must have a high level of personal power and self-esteem and it explores ways in which these can be acquired.
Author | : David A. Fields |
Publisher | : Morgan James Publishing |
Total Pages | : 273 |
Release | : 2017-03-21 |
Genre | : Business & Economics |
ISBN | : 1683501659 |
This deeply insightful guide to understanding what clients really want is “an indispensable resource for consultants” (Keith Ferrazzi, #1 New York Times-bestselling author of Never Eat Alone). Independent consulting is a potentially lucrative enterprise—but the reality seldom matches the dream. Most solo consultants and boutique consulting firms are perpetually within six months of bankruptcy due to the sputtering unreliability of their new business engines. The problem, according to international consulting expert David A. Fields, is twofold: 1) lack of a consistent, proven plan, and 2) fundamental misunderstanding about what clients want in a consultant. Fields, who has helped hundreds of consultants and boutique firms worldwide build profitable, sustainable practices, replaces the typical consultant’s mindset of emphasizing expertise and differentiated processes with a focus on building relationships, engendering trust, and solving clients’ existing problems. In The Irresistible Consultant’s Guide to Winning Clients, Fields synthesizes his decades of experience into a step-by-step approach to winning more projects from more clients at higher fees. From nuts-and-bolts business advice and tactics to a deeply insightful breakdown of the human side of a very human profession, Fields, named one of Advertising Age magazine’s “Marketing Top 100,” delivers a comprehensive guidebook that is at once highly approachable and satisfyingly detailed. “If I could have just one book on client strategy, this book would be it.” —Marshall Goldsmith, #1 New York Times–bestselling author of Triggers
Author | : Tom McMakin |
Publisher | : John Wiley & Sons |
Total Pages | : 265 |
Release | : 2020-10-27 |
Genre | : Business & Economics |
ISBN | : 1119683785 |
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.
Author | : Nilakantasrinivasan J |
Publisher | : Nilakantasrinivasan J |
Total Pages | : 106 |
Release | : 2022-06-18 |
Genre | : Business & Economics |
ISBN | : |
- How can I, as an individual, become more client-focused? - How can we, as a company, foster client-centered transformation and culture? If you are looking for answers to the two questions mentioned above, then this is your book. The author, Nilakantasrinivasan J has presented the answers as a story of Parth, an Indian Army veteran who joins a specialty chemicals company called SPKEM as an account manager. Without the requisite domain knowledge, will he steer himself and his organization from a brewing storm? Over 300+ books have been written on this topic, so why one more? In author's 25 years in the industry, he has closely studied organizations in B2C, as well as B2B, through the lens of their policies, processes, technology, culture, and people, and at the same time listened to their client-side stories. Client Centricity is a perpetual quest for most organizations, and a lot has been accomplished, but CXOs are still curious as to why all this doesn’t translate into business growth and why are clients leaving? What do clients value? Author gives you workable methods, not empty promises. It presents a planned program with approaches, tools and tips for account managers, business development managers, customer success managers, business heads, CXOs, entrepreneurs, consultants & business students. The book presents the 7 Acts of Client Centric Professional, Client Centric Value Plan, Stakeholder Engagement, 3Level Client Centricity Framework and Human-to-Human (H2H) approach.