The Top Consultant: Developing your Skills for Greater Effectiveness

payment terms 143

personal impact 82

phasing 114

pitching for the sale 41, 49

practice manager 20, 21, 23

preparing a proposal 50

presenting the proposal 51

probing pyramid 84

problem solving

approach 116

choosing where to start 112

product definition 25, 26

programme of work 171

project control 176

project management

planning the project 211

setting up the project 211

project manager 20, 21, 22, 55, 172, 174, 176, 177, 178

project planning 171

project planning and control 175

promotional activities 32, 34, 36, 37, 201

proposals record 58

prospection 40, 46, 196

prospects 31, 40, 42, 56, 58, 59, 60, 67, 73, 76, 88, 91, 93

prospects record 58