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210123 ||| eng |
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|a 9781118283110
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|a 1118283112
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|a 9781118241844
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|a 1118286057
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|a 1283645971
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|a 9781283645973
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|a 1118241843
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|a HD69.C6
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1 |
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|a Verlander, Edward George
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|a The practice of professional consulting
|c Edward G. Verlander
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| 260 |
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|a San Francisco
|b Jossey-Bass
|c 2012
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| 300 |
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|a xix, 298 pages
|b illustrations
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|a Includes bibliographical references and index
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|a Forces That Drive Business ConsultingExpectations of Consultant Services; Changes in Client's Business and Organization Needs; Future Challenges; Conclusion; CHAPTER THREE: A Model for Professional Consulting; What Do We Mean by "Process"?; A Framework for Consulting; The Four Stages of Consulting; The Four Roles of Consulting; Consulting Competencies; Conclusion; PART TWO: Applying the Model; CHAPTER FOUR: Stage One: The Developing and Designing Process; Stage One Competencies: Winning the Business; Understanding the Client's Business and Industry; Making a Good First Impression
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|a More Praise for The Practice of Professional Consulting; Title page; Copyright page; Contents; About This Book; Preface; Acknowledgments; PART ONE: Setting the Stage; CHAPTER ONE: The Nature of Consulting; It's an Industry; Types of Consulting; Scope of Consulting; Thinking as a Consultant; Work of Consultants; Trusted Consultant and Advisor; Consultant Qualifications; What Is Professional Consulting?; Conclusion; CHAPTER TWO: Why Companies Hire Consultants; Why Consultants Are Needed; Faster, Bigger, Better, Cheaper Outcomes; Faster; Bigger; Better; Cheaper; Management Conundrum
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|a The Proposal Development ProcessProposal Development; Changes in Price; Managing Expectations; Clients' Expectations; Project Team; Consulting Firm's Management; Conclusion; CHAPTER SIX: Stage Two: The Mobilizing and Aligning Process; Stage Two Competencies: Mobilizing and Aligning; Work and Project Plan Reviews; Basis of the Proposal; Work Plan; Project Plan; Application Rates; Resource Challenges; Presenting Project Attractiveness; Influencing Firm Management; Timing the Project; Risk Assessment Factors; Dealing with Unknowns; Project Size; Changes in Client Environment
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|a First Meeting DynamicsFirst Impressions; Rapport; Questions and Worries; Having All the Answers; Communication of the Client's Problem; Conclusion; CHAPTER FIVE: Stage One, Continued: Assessing Client Needs and Managing Expectations; The Purpose of Conducting a Needs Assessment; Types of Questions: The Fundamentals; Closed Questions; Open Questions; Leading Questions; Loaded Questions; Conducting a Needs Assessment: A Question Strategy; Situation Questions; Problem Questions; Implication Questions; Need-Payoff Questions; Problem Reframing; Needs Assessment: Listening Actively
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|a Methods and TechnologiesProject Structure; Project Launch Meetings; Premeeting Phase; Opening Phase; Discussion Phase; Closing Phase; Conclusion; CHAPTER SEVEN: Stage Two, Continued: Turning a Consulting Group into a Team; Defining a Team; Stages of Team Development; Diagnosing Project Team Performance; How Team Building Is Conducted; Special Problems in Building Project Teams; Team Problem: Resistance; Team Problem: Dominant, Damaging Member; Team Problem: Loss of Members; Team Problem: Ongoing Maintenance; Characteristics of High-Performing Teams
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|a Business consultants / fast
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|a Consulting firms / http://id.loc.gov/authorities/subjects/sh93009209
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|a Conseillers d'entreprise
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|a Sociétés de conseil
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| 653 |
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|a Consulting firms / fast
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| 653 |
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|a Business consultants / http://id.loc.gov/authorities/subjects/sh85018276
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|a eng
|2 ISO 639-2
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| 989 |
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|b OREILLY
|a O'Reilly
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| 776 |
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|z 1118241843
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|z 9781118286050
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|z 9781118241844
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|u https://learning.oreilly.com/library/view/~/9781118283110/?ar
|x Verlag
|3 Volltext
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|a 658.46
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|a 001
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|a 330
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|a Despite the size of the consulting industry and its attractiveness to business school graduates, there is a dearth of agreement about what constitutes ""professionalism"" in consulting. The Practice of Professional Consulting provides the most comprehensive introduction to the field of consulting, including a complete system of guidelines, and all the tools, templates, techniques, case studies, competencies, and assessments to become a professional consultant. Broad enough to be useful to anyone starting any kind of consulting business, yet specific in explaining typical client situatio
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