{"product_id":"the-consultative-approach-9780470431979","title":"The Consultative Approach","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eAs a professional, you can''t just apply your expertise. You need to present solutions in a way that best suits your clients. You have to work with a wide variety of people: team members, subject matter experts, top executives, and others. Working effectively with associates--while keeping an eye on budgets, schedules, and results--requires a collaborative outlook.Successful professionals today need more than technical skills-- they need to know how to foster and nourish relationships with clients. Consultative skills are essential in this process. The tools outlined in The Consultative Approach have proved to make a difference for our professionals in dealing with their clients. \u003cbr\u003e --Jon Olson, partner, Arthur Anderson\u003cbr\u003e \u003cbr\u003e This book is rich, not only with specific suggestions and step-by-step instructions, but also with commentary and illustrations from [the authors''] own client organizations. It is a useful book about a very important subject. \u003cbr\u003e --William Bridges, presiden\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAcknowledgments\u003c\/p\u003e \u003cp\u003eIntroduction: Partnering for Results 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1 An Expanded Toolkit 5\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Working as a Partner 7\u003c\/p\u003e \u003cp\u003e2 Getting to Know Your Clients 19\u003c\/p\u003e \u003cp\u003e3 Providing Value Beyond Knowledge 41\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2 The Art of Managing Client Interactions 55\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e4 Preparing the Canvas 59\u003c\/p\u003e \u003cp\u003e5 Finding the Subject 69\u003c\/p\u003e \u003cp\u003e6 Painting What You See 85\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3 Journey to Success: The Consultative Process 95\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e7 Going in the Same Direction 101\u003c\/p\u003e \u003cp\u003e8 Staying on Course 119\u003c\/p\u003e \u003cp\u003e9 Where the Rubber Meets the Road 144\u003c\/p\u003e \u003cp\u003e10 The Roadmap to Optimum Results 157\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4 The Partnering Strategy Action Plan 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e11 Partnering for Results: Your Plan 173\u003c\/p\u003e \u003cp\u003eGlossary 179\u003c\/p\u003e \u003cp\u003eResources and References 181\u003c\/p\u003e \u003cp\u003eAbout the Authors 185\u003c\/p\u003e \u003cp\u003eIndex 187\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402331529559,"sku":"9780470431979","price":42.75,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470431979.jpg?v=1730480089","url":"https:\/\/bookcurl.com\/products\/the-consultative-approach-9780470431979","provider":"Book Curl","version":"1.0","type":"link"}