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| 100 | 1 |
_aLaGrossa, Virginia. _91081 |
|
| 245 | 1 | 4 |
_aThe consultative approach : _bpartnering for results! / _cVirginia LaGrossa, Suzanne Saxe. |
| 260 |
_aSan Francisco, Calif. : _bJossey-Bass/Pfeiffer, _cc1998. |
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| 300 |
_axi, 190 p. : _bill. ; _c24 cm. |
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| 504 | _aIncludes bibliographical references (p. 181-184) and index. | ||
| 505 | _aIntroduction Part One: An Expanded Toolkit Working As a Partner Getting to Know Your Clients Providing Value Beyond Knowledge Part Two: The Art of Managing Client Interactions Preparing the Canvas Finding the Subject Painting What You See Part Three: Journey to Success: The Consultative Process Staying on Course Where the Rubber Meets the Road The Roadmap to Optimum Results Part Four: The Partnering Strategy Action Plan Making Partnering Your Way of Working Resources and References Glossary | ||
| 520 | _aAs 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 AndersonThis 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. | ||
| 650 | 0 |
_aManagement _xEmployee participation. _91082 |
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| 650 | 0 |
_aCorporate culture. _9977 |
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| 700 | 1 |
_aSaxe, Suzanne. _91083 |
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| 906 |
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| 920 | _a**LC HAS REQ'D # OF SHELF COPIES** | ||
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