October 2012
Beginner
320 pages
8h 22m
English
Content preview from The Practice of Professional ConsultingBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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CHAPTER FIVE
STAGE ONE, CONTINUED: ASSESSING CLIENT NEEDS AND MANAGING EXPECTATIONS
In the previous chapter we introduced the three competencies required at stage one of the consulting cycle when we need to win business, and we discussed the importance of making a good, professional impression with prospective clients. In this chapter, we continue with stage one, covering the competencies in more depth by examining the issues and challenges of needs assessment, problem framing, proposals development, and managing expectations. We focus on:
- The purpose of the needs assessment and analysis
- Types of questions
- How to conduct a needs assessment—a question strategy
- Listening actively and effectively during needs assessment
- Proposal development and ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.