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Contenido

INDICE: Dedication. Acknowledgements. Introduction. Section I: Genesis. Consulting as a profession. Chapter 1 Origins and Evolution. From whence we came. The role of a consultant. The ongoing need. Various forms. Examples of success. Future. Chapter 2 Creation. Legal. Financial. Administrative support and resources. Emotional support and resources. Two available structures. Chapter 3 Philosophy. What you believe will inform how you act. Value trumps fee. Reducing labor intensity. Identifying true buyers. Conceptual agreement. Leveraging. Section II: Exodus. Consulting as a business. Chapter 4 The Journey. How to market your value rapidly and profitably. Creating gravity and attraction. Reaching out effectively. Viral and social media implementation. Creating an accelerant curve. Shameless promotion. Chapter 5 Presence. How to be an authority and expert. Creating and nurturing a brand. Expanding products and services. Considering alliances. Referral business. Retainer Business. Global work. Chapter 6 Celebrity. How to be THE authority and expert. Thought leadership. Authorship. Value based fees. Subcontracting, franchising, licensing. Reinvention. Creating communities. Section III: Deuteronomy. Consulting methodology. Chapter 7 The Perfect Proposal. How to write a proposal that's accepted every time. Assuring success. Conceptual agreement. The nine components. How to submit. How to close and launch. Chapter 8 Implementation. The role of the buyer and champion. The key stakeholders and influence points. Avoiding scope seep. Mid-course corrections. Chapter 9 Disengaging. It's been nice, but I really must be going. Demonstrating success. Obtaining referrals. Obtaining repeat business. Creating testimonials and references. Long-term leverage. Section IV: Acts of the Apostles. Implementing Consulting Methodologies. Chapter 10 Interpersonal Methodologies. People first. Coaching. Facilitating. Conflict resolution. Negotiating. Skills Development. Chapter 11 Teams and Groups. No one is an island. Leadership. Succession planning. Career development. Teams vs. committees. Communications and feedback. Alans Communications Criteria. Chapter 12 Organization Development. All the kings horses, and all the king's men. Strategy. Change Management. Cultural Change. Crises management. Innovation. Section V: Proverbs. Consulting Success. Chapter 13 Ethics of the Business. What's legal isn't always ethical. When bad things happen to good consultants. Financial Follies. Protection and plagiarism. When to refuse business or fire clients. Doing well by doing right. Chapter 14 Exit Strategies. Nothing is forever. Building equity. Licensing intellectual property. Achieving life balance. Finding successors and buyers. Transitioning. Chapter 15 Payback and Reinvest

Detalles del artículo

• Páginas : 288
• Editorial : John Wiley & Sons
• Idioma : Inglés
• Fecha de Publicación : 16/03/2011
• ISBN: 9780470928080
• Encuadernación : Rústica
• Nº Volúmenes : 1
• País de Publicación : Reino Unido (INGLATERRA)