O'Reilly logo

Seven Cs of Consulting, The by Mick Cope

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Build

Assuming you have delivered the agreed outcomes, this is the best time to investigate what opportunities might exist for further work. At this stage the relationship with your client will be at a peak. He or she will have direct personal experience of the fact that you are trustworthy. Against the other forms of entry, this is the best time to enhance the relationship and discuss what future work opportunities might exist.

The sales or marketing models that are applied in this situation are numerous and well documented in a range of other books and journals, so they are not covered here. However, I offer one proposition, the idea that in developing a sales transaction the customer must be encouraged to walk through a series of adaptive ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required