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

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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