Winning New Business in Management Consultancy...the Critical Success Factors

CONTENTS

• Contents Summary
• Executive summary
• 1 Developing new business
• How the research was carried out
• Overview of survey findings
• Defining the most and least successful consultancies
• Why companies develop new business
• The roles people play
• Where existing business comes from
• Case study: playing to your strengths
• 2 Winning an invitation to bid
• Learning from competitors and other professions
• Becoming attractive to clients
• What to do to attract bid invitations
• Case study: developing long-term client relationships
• 3 Selecting the best prospects
• Learning from competitors and other professions
• What to consider when choosing new clients
• Reasons for turning down new business
• Case study: using research to target clients
• 4 Preparing the proposal
• Learning from competitors and other professions
• Key factors when preparing proposals
• Communicating with the client
• Building a winning pitch team
• Case study: pitching within a virtual team
• 5 Making the pitch
• Learning from competitors and other professions
• Key factors when making a pitch
• Case study: differentiating expertise during the pitch
• 6 Negotiating to a successful close
• Learning from competitors and other professions
• Conducting successful negotiations
• Case study: winning new business in overseas markets
• 7 Learning lessons from the best
• Why management consultants should learn from competitors and other professions
• Learning from previous new business pitches
• Key factors that point to best practice
• Appendix 1: Statistical summary of questionnaire results
• Appendix 2: Further reading

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