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ISBN 10: 0072226250
ISBN 13: 978-0072226256
Author: Sanjiv Purba, Bob Delaney
Designed specifically for IT professionals working in any type of consulting organization, here is a practical, real-world guide for delivering successful engagements to clients. Ready-to-use sample forms, tables, checklists, and charts are in the text and available free for download.
Part I: IT Consulting Best Practices
1: Evaluate the Current Health of Your Consulting Practice
2: Road Map for Building a High-Performance IT Consulting Practice
Part II: Selling Client Businesses and Engagements
3: Implementing a Marketing Strategy
4: Account Development Strategy
5: The Client Account Pipeline and the Decision-Making Process
6: The Client Decision-Making Process
Part III: Delivering Client Engagements Successfully
7: Pre-Engagement Activities
8: Starting an Engagement
9: Maintaining Engagement Controls
10: Running an Engagement
11: Testing, Deploying, and Closing an Engagement
12: Working Multiple Engagements for a Client
13: Risk Mitigation
14: Legal Considerations in IT Consulting
15: Quality Considerations
16: Celebration, Communication, and Other Considerations
Part IV: Running an IT Consulting Group or Practice
17: The Evolving Practice
18: Financial Management: The Bottom Line
19: Day-to-Day Management of an IT Consulting Business
20: Using Information Technology in IT Consulting
21: Human Resources and Career Management
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Tags: Sanjiv Purba, Bob Delaney, High Value, IT Consulting, 12 Keys, Thriving Practice
