This title was first published in 2002. How do you add value to
your clients? Is it the process you use, or the technical skills
you deploy? Or perhaps it's your ability to adjust the way you sell
and deliver your services based upon your tacit understanding of
your client's culture - the way we do things round here. Such
chameleon-like behaviour is fundamental to successful consulting,
and yet it is neither widely understood nor practised within the
profession. Until now. This book describes a powerful way to
improve the consultancy process, from selling the service to
delivering the engagement, through a concept called cultural
intelligence - the missing dimension of effective consultancy. By
revisiting the consultancy process using a simple model of
organizational culture, this text creates a potent technique for
tailoring the principal consultancy processes of selling,
relationship management, account management and engagement
management. Such tailoring that ensures the consultant and
consultancy firm can blend into their clients' organizations more
effectively and as a result add immediate and lasting value.
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