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Table of Contents
The Top Consultant—Developing Your Skills for Greater Effectiveness, 4th Edition
Preface
Chapter 1 - The Nature of Consultancy
Chapter 2 - Managing a Consultancy Business
Chapter 3 - Product Definition and Marketing in Consultancy
Chapter 4 - The Consultancy Sales Process
Chapter 5 - Conducting Specific Sales Transactions
Chapter 6 - Consultancy Problem Solving
Chapter 7 - Commercial Aspects of Consultancy
Chapter 8 - Operating a Consultancy Project
Chapter 9 - Managing Client Relationships
Back CoverHighly 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 revised third 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.
About the Author
After early experience with ICI, Calvert Markham entered the world of consultancy with PA Management Consultants in 1974, where he specialized 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 in 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.
Preface
'Management Consultant' was an unusual occupation when I started my career but nowadays consultancy is a commonplace activity. Many will see a spell as a consultant as an essential ingredient of a well-rounded CV, while others, like me, make a career of it.
There are two main drivers to the growth in consultancy:
the propensity of organizations increasingly to outsource more core activities, to which consultancy firms have responded with an expanding range of services;
organizations whose main business is not consultancy, which have sought revenue and/or competitive advantage by selling their know-how - that is, offering consultancy - perhaps evolving from an internal consultancy activity.
Consultancy involves skills in delivering services to clients and in running a consultancy business and this book addresses both these topics. Career progression in consultancy leads to commercial and business management responsibilities and these are therefore likely to be undertaken by more experienced consultants in larger practices, while sole practitioners need to consider them from the outset.
Latterly, internal support functions (such as HR and IT) have also been encouraged to take on consultancy roles. Line managers, too, increasingly need to introduce discontinuous change, demanding a measure of consultancy skills.
Whatever your role, I hope that you will find ideas and techniques in this book that will enable you to develop your performance and become a 'Top Consultant'.
Table of Contents
The Top Consultant—Developing Your Skills for Greater Effectiveness, 4th Edition
Preface
Chapter 1 - The Nature of Consultancy
Chapter 2 - Managing a Consultancy Business
Chapter 3 - Product Definition and Marketing in Consultancy
Chapter 4 - The Consultancy Sales Process
Chapter 5 - Conducting Specific Sales Transactions
Chapter 6 - Consultancy Problem Solving
Chapter 7 - Commercial Aspects of Consultancy
Chapter 8 - Operating a Consultancy Project
Chapter 9 - Managing Client Relationships
Back CoverHighly 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 revised third 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.
About the Author
After early experience with ICI, Calvert Markham entered the world of consultancy with PA Management Consultants in 1974, where he specialized 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 in 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.
Preface
'Management Consultant' was an unusual occupation when I started my career but nowadays consultancy is a commonplace activity. Many will see a spell as a consultant as an essential ingredient of a well-rounded CV, while others, like me, make a career of it.
There are two main drivers to the growth in consultancy:
the propensity of organizations increasingly to outsource more core activities, to which consultancy firms have responded with an expanding range of services;
organizations whose main business is not consultancy, which have sought revenue and/or competitive advantage by selling their know-how - that is, offering consultancy - perhaps evolving from an internal consultancy activity.
Consultancy involves skills in delivering services to clients and in running a consultancy business and this book addresses both these topics. Career progression in consultancy leads to commercial and business management responsibilities and these are therefore likely to be undertaken by more experienced consultants in larger practices, while sole practitioners need to consider them from the outset.
Latterly, internal support functions (such as HR and IT) have also been encouraged to take on consultancy roles. Line managers, too, increasingly need to introduce discontinuous change, demanding a measure of consultancy skills.
Whatever your role, I hope that you will find ideas and techniques in this book that will enable you to develop your performance and become a 'Top Consultant'.
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