The Top Consultant: Developing your Skills for Greater Effectiveness

cash flow 17,143

challenges for the experienced salesperson 62

challenges for the technical specialist 63

change process

managing 189

client objectives 162

commercial objectives 163

personal objectives 164

client relationships

client responsibility 203

during the project 212

quality of interpersonal 206

client's situation

understanding 107

closure 160

communications

formal 186

informal 186

complaints handling 209

conclusions 132

confidence building 34,164

conflict

analysing 207

consultancy problems

variety of 102

contracting 158

contractual terms 154

conversion 52

creative thinking in consultancy 117

credit terms 145

cross selling 44