About the author.
Part I INTRODUCTION.
1 The changing client–consultant relationship.
2 Promises, promises: excellent relationships from a client perspective.
3 The invisible firm.
4 The trouble with the status quo.
5 The client–consultant–consulting firm relationship.
Part II PEOPLE.
6 Personal chemistry and relationship skills.
7 Recruitment, retention and remuneration.
Part III PROCESS (1): MARKETING AND SELLING.
8 Brand versus specialization: the race to the top?
9 Handling the sales process.
10 Thought leadership: as much culture as intellect.
Part IV PROCESS (2): DELIVERY.
11 Managing consulting projects.
12 Three types of teamwork.
13 When is a methodology not a methodology?
14 Innovation – beyond the borrowed watch?
15 The two-way mirror: listening and talking to clients.
16 Partners and parents.
Part V VALUES.
18 Living the values, valuing the lives.