Chapter 6
Finding and winning work
This chapter looks at the propose-to-win stage of the engagement process, and explains the find, focus and frame steps in detail (see Figure 6.1). It is one of the longest chapters in the book, as this is one of the most important things for a consultant to get right. If you are completely new to consulting, this is likely to be the part of a consultant’s work you are most unfamiliar with. For experienced consultants, this is often the area of improvement that is most beneficial.
The propose stage covers everything from first contact with the client to the point at which a live engagement starts. Alternatively, it can end when either the client or consultant has decided not to progress with the opportunity. ...
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