The Consultant's Handbook: A Practical Guide to Delivering High-value and Differentiated Services in a Competitive Marketplace

INDEX

1. 50:50 rule
2.  
3. acceptance criteria
4. accounting profession
5. adaptability
6. add-on business
7. analyst reports
8. annual reports
9. anonymity
10. as-is analysis
11. audience, presentation
12.  
13. basic preparation
14. basic proposition
15. basis, established
16. behavioural differences
17. bundled offerings
18. business units
19.  
20. case studies
    1. new consulting opportunity see consulting opportunity
    2. scoping a study see scoping
    3. solution approach, presentation of see solution approach, presentation of
21. check points
    1. context
    2. navigation
22. client cooperation, poor
23. client expectations
24. client experience
25. client interactions
26. client intimacy
27. client needs
28. client questions
29. client relationship
    1. building
    2. keeping informed
    3. maintaining
    4. professional distance
30. client satisfaction
31. client schedules
32. client view of consultants
33. client-related obstacles
    1. poor client cooperation
    2. resistance
    3. stakeholder conflicts
       1. escalation
       2. facilitation
34. closure phase
35. co-delivery
36. commitments, unrealistic
37. company history
38. competitor analysis
39. competitors
40. confidentiality
41. consistency of assignments
42. consultancy experience, related
43. consultant, definition
44. consultant participant team
45. consultative selling
46. consulting, definition
47. consulting opportunity, new (case study)
    1. business objectives
    2. case scenario
    3. client dialogue
    4. client requirements
       1. as-is analysis
       2. new functionalities
       3. non-functional
       4. pain points
    5. closure phase
       1. next steps
       2. summary
    6. meeting body
    7. meeting outcome
    8. meeting preparation
       1. basic preparation level
       2. detailed preparation
       3. engagement-specific ­preparation
       4. meeting ...