High-Value It Consulting : 12 Keys to a Thriving Practice

Purba, Sanjiv/ Delaney, Bob

McGraw-Hill Osborne Media（2003/02発売）

• 製本 Hardcover:ハードカバー版／ページ数 441 p.
• 言語 ENG
• 商品コード 9780072226256
• DDC分類 004.02373

Full Description

This book provides consultants with practical guidance from an IT consulting expert on how to obtain and run successful client engagements, and how to keep them coming back for more. It includes illustrative anecdotes: real life case examples and anecdotes from industry experts and well known names that demonstrate what they did right and what they did wrong in IT consulting. Industry experts include client executives in the Fortune 500, leaders in the Big 5 consulting organisations, independent consultants, clients buying from vendors on a routine basis, and more. It also features ready to use sample forms, tables, checklists and charts within each chapter.

Contents

Part I: IT Consulting Best Practices; Ch. 1: Benchmarking the current practice; Ch. 2: Roadmap for successful operation of an IT consulting practice; Part II: Selling client business and engagements; Ch. 3: Implement a marketing strategy; Ch. 4: Implement a sales strategy; Ch. 5: Managing an account list; Ch. 6: Closing the sale; Part III: Delivering client engagements successfully; Ch. 7: Pre-engagement activities; Ch. 8: Starting an engagement; Ch. 9: Maintaining engagement controls and techniques; Ch. 10: Running an engagement; Ch. 11: Closing an engagement; Ch. 12: Working multiple engagements; Ch. 13: Risk mitigation; Ch. 14: Legal considerations; Ch. 15: Quality considerations; Ch. 16: Other considerations; Part V: Running an IT consulting group or practice; Ch. 17: Financial management; Ch. 18: Running the business on a day-to-day basis; Ch. 19: Information Technology and other tools; Ch. 20: Career management; Appendices: IT consulting lifecycle summary; Glossary (e.g. pipeline, backlog, OEM); Bibliography