The Consultative Approach: Partnering for Results! - Hardcover

LaGrossa, Virginia; Saxe, Suzanne

Hardcover

ISBN 10: 0787911003 ISBN 13: 9780787911003

Publisher: John Wiley & Sons, 1998

Synopsis

As 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." -Jon Olson, partner, Arthur Anderson"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." -William Bridges, president, William Bridges & Associates Working consultatively enables you to: * Know how to work effectively with all types of people* Use a strategic and collaborative communcation process* Apply your expertise in ways that show your value ...and more! The Consultative Approach is a how-to handbook that will enable you to reap the benefits of partnering. You'll find informative case studies, easy-to-use assessment tools, enlightening exercises, and practical worksheets. Plus, you'll get flow chart planning guides and a partnering strategy action plan that will enable you to chart your communication growth. The Consultative Approach has it all! Plot your path to consultative success with this comprehensive guidebook.

About this title

About the Author

SUZANNE SAXE have over thirty years of combined experience working in a variety of field, as internal and external consultants, marketing and sales professionals, product development managers, and educators. They have worked with over sixty companies in such fields as financial services, transportation, high technology, utilities, small business, service, hospitality, higher education, nonprofit, healthcare, networking, manufacturing, government, consulting, commercial real estate, and retail. Both Saxe and LaGrossa are specialists in training, organization development and many other management related areas.

Edition details

• Publisher: John Wiley & Sons
• Publication date: 1998
• Language: English
• ISBN 10: 0787911003
• ISBN 13: 9780787911003
• Binding: Hardcover
• Number of pages: 208