Stage One Competencies: Winning the Business
The purpose of stage one in the consulting cycle is to win business. This is a challenging mission made easier by understanding the client’s business, conducting a needs analysis, framing the client’s problem, making a very good first impression, managing expectations, and presenting a compelling proposal. Table 4.1 shows the three consulting competencies and twelve behavioral practices associated with this stage in the consulting model.
TABLE 4.1 DEVELOPING COMPETENCIES AND BEHAVIORAL PRACTICES
Winning business is essentially a design problem; that ...
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