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Great consulting challenges and how to surmount them : powerful techniques for the successful practitioner

Author: Alan Weiss
Publisher: San Francisco : Jossey-Bass/Pfeiffer, ©2003.
Series: Ultimate consultant series.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

Great Consulting Challenges: And How to Surmount Them shows how consultants can use the wisdom gleaned from Weiss's own practice and from other seasoned members of the profession to help overcome  Read more...

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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Alan Weiss
ISBN: 0787955108 9780787955106
OCLC Number: 50251931
Notes: Includes index.
Description: xix, 276 pages : illustrations ; 25 cm.
Contents: Marketing Challenges --
Lack of Industry Experience: Aren't You a Stranger in These Parts? --
How to Apply Process Skills in a Sales Situation --
Too Narrow a Niche: Is It Me, or Are the Walls Getting Closer? --
The Signs of "Nichedom" --
Escaping the Niche Without Destroying It --
The Generalization of Specialization --
Relative Lack of Resources: How Does a Lone Wolf Create Galloping Herds? --
Virtual Infrastructure --
Client Preparation --
The Cost of Distant Marketing: Where, Exactly, Is Lower Kumquat? --
Ten Reasons to Go No Matter What --
When Can You Charge for the Privilege? --
Poor Name Recognition: If You're So Good, How Come I Never Heard of You? --
What Is Name Recognition? --
Why Bother with Name Recognition? --
Five Techniques to Achieve Name Recognition --
Pipeline Dry: Doesn't It Ever Rain Around Here Anymore? --
Understanding the Pipeline --
Five Ways to Fill the Pipes --
Economic Downturns or Uncertainty: Sailing Through Conflicting Winds and Tides --
Economic Downturns --
Uncertain Times --
No Interest After the First Contact: Will You Still Love Me Tomorrow? --
Why Don't People Return Your (Frantic) Calls? --
What to Do When There's Just an Echo of Your Own Voice --
Differentiation Difficulties: If It Walks Like a Duck ... --
The Progression of Differentiation --
Ongoing Differentiation --
Poor or Outmoded Positioning: Too Much Same Old, Same Old --
How To Get into a Really Comfortable Position --
How to Detect and Recover from Poor Positioning --
Sales Challenges --
Price Competition: I Can Name That Song in One Note.
Series Title: Ultimate consultant series.
Responsibility: Alan Weiss.
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