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The Top Consultant Calvert Markham

The Top Consultant By Calvert Markham

The Top Consultant by Calvert Markham

Reviews:
$10.00
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Summary

Packed with practical tips and techniques for developing professional skills, The Top Consultant is the essential guide for all consultants wishing to upgrade their skills and become leading edge practitioners in their field.

The Top Consultant Summary

The Top Consultant: Developing Your Skills for Greater Effectiveness by Calvert Markham

Praise and Reviews 'Even if you think you know it all, The Top Consultant contains much useful and practical advice' MANAGEMENT CONSULTANCY "A practical no-nonsense book about being a consultant." - Ambassador Magazine Highly acclaimed, The Top Consultant is a comprehensive guide for all consultants looking to provide a first class service to their clients, and who wish to become expert practitioners. In this fourth edition of what has become a standard text, Calvert Markham shows how consultants can develop their performance in a wide range of areas, including: Product development and marketing in consultancy. Selling and managing consultancy projects. Consultancy problem solving. Running a consultancy business. Managing client relationships. Packed with practical tips and techniques for developing professional skills, The Top Consultant is the essential guide for all consultants wishing to upgrade their skills and become leading edge practitioners in their field.

The Top Consultant Reviews

" 'Great advice for a modest outlay makes this book the best bargain currently available from a management consultant,' says reviewer Andrew May FCMI." Professional Manager "Ideas and techniques that may help the reader become a top consultant." Journal of Economic Literature "A practical guide to the basic skills required to engage in consulting." Long Range Planning "A book about the consultancy business with a difference, as it does address how you can develop your performance as a consultant and grow your business effectively once you have got going." Pharmaceutical Physician 'Even if you think you know it all, The Top Consultant contains much useful and practical advice' Management Consultancy "A practical no-nonsense book about being a consultant." Ambassador Magazine

About Calvert Markham

Calvert Markham After early experience with ICI, Calvert Markham entered the world of consultancy with PA Management Consultants in 1974, where he specialised as a human resources consultant. In 1984, he moved to Spicer and Pegler Associates and developed their human resources consultancy practice. He left to set up his own practice in 1987, and 1989 formed Consultancy Skills Training to pursue his interest in consultant education. For many years he was involved in the Professional Development Committee of the Institute of Management Consultancy, and was a member of Council. He is also a Past Chairman of the Richmond Group - a society of independent consultants. Calvert Markham is a past Master of the Guild of Management Consultants, of which he was one of the founding members in 1992. Calvert Markham is the author of "Practical Management Consultancy" and "The Top Consultant", and one of the contributing authors of "Effective Remuneration". He has also been technical adviser to Melrose Films on two of their productions connected with consultancy. Calvert Markham has a degree from Cambridge University and a Diploma in Management Studies. In addition to his Fellowship of the Institute of Management Consultants, he is a Member of the Institute of Personnel Development and a Fellow of the Royal Society of Arts. He is married, with one son. In what little time he has left over from the activities above, he plays tennis and is attempting to learn to play jazz on the saxophone.

Table of Contents

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 Managing a consultancy business Leadership in a consultancy practice Intellectual property in a consultancy practice Managing consultants Organization structure within a consultancy practice 3 Product definition and marketing in consultancy Product definition Marketing consultancy Promotional activities 4 The consultancy sales process The consultancy sales process Relationship development Prospection Developing the proposition Pitching for the sale Organizing for selling Monitoring sales performance Developing sales performance 5 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 6 Consultancy problem solving Drawing the boundaries The structure of business problems The variety of consultancy problems Making sense of a client's predicament The problem solving approach Data collection Data analysis and conclusions 7 Commercial aspects of consultancy Determining fee rates Expenses What do we tell the client? Terms of payment Other methods of generating revenue in consultancy Using subcontractors Non-time-related charges Terms of business Clients' terms of engagement 8 Operating a consultancy project The structure of a consultancy project Contracting: terms of reference Diagnosis: Managing consultancy projects Intervention Closure 9 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

Additional information

GOR001773029
9780749442538
0749442530
The Top Consultant: Developing Your Skills for Greater Effectiveness by Calvert Markham
Calvert Markham
Used - Very Good
Paperback
Kogan Page Ltd
2004-08-27
224
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

Customer Reviews - The Top Consultant