受信任企业：如何辅导企业建立成功客户关系 The Trusted Firm : mobi 下载 网盘 caj lrf pdf txt 阿里云

The c***ulting industry has been on a roller-coaster ride since the heady days of the 1990s. After a recession triggered by the dotcom crash, it's now growing rapidly again--but in a market that has changed beyond all recognition. Fees are down, buying is centralized and many clients are ex-c***ultants who know all the tricks of the trade. It's a hostile environment in which great personal qualities are no longer enough--c***ultants need trusted firms behind them, helping them deliver results. This unique journey through the new c***ulting terrain looks at how leading c***ulting firms worldwide create a platform for success: what values they need; who they recruit and what recruitment processes work 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 c***ultant to understand the pitfalls to avoid and the conditi*** neccessary for successin todays' complex, multi faceted project environment."

-- Peter Hill, Chief Executive, Management C***ultancies Association

"The Trusted Firm presents a compelling blueprint for the c***ulting firm of the future. From concepts to tactics, this book shows firm leaders why and how to rethink their businesses to earn client trust­the ultimate market differentiator."

--Michael W. McLaughlin, Editor, Management C***ulting News and author of Guerrilla Marketing for C***ultants

"Fiona, astute observer, commentator of the management field, provides insight and clarity to the chaos of rapid changes in our clients' evolving demands and how our firms can most effectively respond to them.

A must-read for understanding data on contemporary client demands; a valuable contribution to our field. Czerniawska explicates the dynamics of the three-pronged relati***hip between the client, the c***ultant and the firm. She explains why each ***ect of this tri-partite relati***hip is equally significant in the successful engagement."

--Elizabeth Ann Kovacs, President & CEO, Association of Management C***ulting Firms

Preface

Acknowledgements

About the author

Part I INTRODUCTION

　1 The changing client–c***ultant relati***hip

　2 Promises, promises: excellent relati***hips from a client perspective

　3 The invisible firm

　4 The trouble with the status quo

　5 The client–c***ultant–c***ulting firm relati***hip

Part II PEOPLE

　6 Personal chemistry and relati***hip 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 c***ulting 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 Conclusi***

Index

An internationally renowned expert on the c***ultancy industry, Fiona Czerniawska is Director of the Management C***ultancies Association’s Think Tank and Founder and Managing Director of Arkimeda. She researches and c***ults on strategic issues in the c

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书籍介绍

The c***ulting industry has been on a roller-coaster ride since the heady days of the 1990s. After a recession triggered by the dotcom crash, it's now growing rapidly again--but in a market that has changed beyond all recognition. Fees are down, buying is centralized and many clients are ex-c***ultants who know all the tricks of the trade. It's a hostile environment in which great personal qualities are no longer enough--c***ultants need trusted firms behind them, helping them deliver results. This unique journey through the new c***ulting terrain looks at how leading c***ulting firms worldwide create a platform for success: what values they need; who they recruit and what recruitment processes work 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 c***ultant to understand the pitfalls to avoid and the conditi*** neccessary for successin todays' complex, multi faceted project environment."

-- Peter Hill, Chief Executive, Management C***ultancies Association

"The Trusted Firm presents a compelling blueprint for the c***ulting firm of the future. From concepts to tactics, this book shows firm leaders why and how to rethink their businesses to earn client trust?the ultimate market differentiator."

--Michael W. McLaughlin, Editor, Management C***ulting News and author of Guerrilla Marketing for C***ultants

"Fiona, astute observer, commentator of the management field, provides insight and clarity to the chaos of rapid changes in our clients' evolving demands and how our firms can most effectively respond to them.

A must-read for understanding data on contemporary client demands; a valuable contribution to our field. Czerniawska explicates the dynamics of the three-pronged relati***hip between the client, the c***ultant and the firm. She explains why each ***ect of this tri-partite relati***hip is equally significant in the successful engagement."

--Elizabeth Ann Kovacs, President & CEO, Association of Management C***ulting Firms