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    Wickham, Ph. A.
    Management Consulting [Текст] / Ph. A. Wickham. - Harlow : Pearson Education, Inc., 1999. - 334 с. - ISBN 0-273-63811-4 : Б. ц.
    Содержание:
The learning context
The skills of the consultant . - С .3
What a business consultant does . - С .3
The effective consultant's skill profile . - С .5
Project management skills . - С .7
Analysis skills . - С .9
Relationship-building skills . - С .13
Learning outcomes from this book . - С .19
The consulting process as a management challenge . - С .19
Key learning outcomes from the consultingproject . - С .22
Active learning and developing transferableskills . - С .23
An active learning strategy . - С .26
Active learning and the experiential learningcycle . - С .26
Analysis . - С .28
Experience . - С .31
Reflection . - С .32
Planning . - С .33
Strategies for assessing the performance ofconsultants . - С .35
The assessment of consulting exercises . - С .35
Assessment of the project proposal . - С .36
Assessment of the final report . - С .37
Assessment of the project log . - С .38
Keeping a project log . - С .41
The function of the project log . - С .41
What to include . - С .45
Suggested formats . - С .45
Business consulting in practice
What, exactly, is business consulting? . - С .51
Consulting and management roles . - С .51
The client-consultant managerial roleinteraction . - С .58
The responsibilities of the managementconsultant . - С .64
Modes of consulting . - С .67
Types of client . - С .68
How consulting adds value . - С .72
The decision to use a consultant . - С .72
Provision of information . - С .73
Provision of specialist expertise . - С .74
Provision of a new perspective . - С .75
Provision of support for internal arguments . - С .76
Provision of support in gaining a criticalresource . - С .77
Creation of organisational change . - С .79
The consulting process . - С .81
Overview of the process . - С .81
Initial contact . - С .83
Initiating the project . - С .83
Preliminary analysis of the issues . - С .85
Defining objectives . - С .86
Making a formal proposal . - С .87
Project progression . - С .87
Communicating the findings . - С .89
Following up . - С .89
Making the project happen: developing projectmanagement skills
Preparing the project proposal . - С .95
The function of the project proposal . - С .95
What to include in the proposal . - С .97
An example of a project proposal . - С .101
Types of management consulting project . - С .103
Business planning and development . - С .103
Marketing research . - С .104
Marketing strategy development . - С .105
Developing promotional campaigns . - С .106
Planning sales force activity . - С .106
New product development . - С .108
Developing proposals for financial support . - С .109
10.8 Staff recruitment . - С .109
10.9 Information systems development . - С .110
10.10 Exporting and international marketing . - С .110
11 Defining objectives for the project . - С .113
11.1 Aims, objectives, outcomes and actions . - С .113
11.2 Understanding your own objectives . - С .121
11.3 Understanding the client's objectives . - С .123
11.4 Reconciling your own objectives with those ofthe client . - С .124
12 Project planning . - С .130
12.1 Defining key tasks . - С .130
12.2 Individual roles for team members . - С .132
12.3 Setting a timetable . - С .134
12.4 Critical path analysis . - С .135
12.5 Project budgeting . - С .136
12.6 Organising meetings and reviews . - С .137
12.7 Monitoring achievement . - С .140
13 Time management . - С .142
13.1 The importance of time management . - С .142
13.2 Effective time management . - С .142
13.3 Time management systems . - С .145
14 Managing project shocks . - С .147
14.1 Types of project shock . - С .147
14.2 Responding to project shocks . - С .149
PART 4 Understanding the business and its potential:developing analytical skills
15 Creative approaches to analysis . - С .155
15.1 The importance of creativity and innovation . - С .155
15.2 Analysis strategies . - С .156
15.3 Visualising information . - С .160
15.4 Supporting analysis with ad hoc visuals . - С .162
15.5 Cognitive style and strategy . - С .163
15.6 Mind mapping . - С .166
15.7 Brainstorming . - С .167
15.8 Features analysis . - С .169
15.9 Delphi auditing . - С .170
16 Problem definition . - С .175
16.1 Evaluating the problem . - С .175
16.2 Reinterpreting problems as opportunities . - С .178
17 Auditing the client business's capabilities . - С .182
17.1 The strategic capabilities of businesses . - С .182
17.2 SWOT analysis . - С .186
17.3 PEST analysis . - С .186
17.4 Financial analysis . - С .188
17.5 Evaluating the product portfolio . - С .193
17.6 Market positioning . - С .196
18 Evaluating business opportunities . - С .199
18.1 Opportunity, innovation and information . - С .199
18.2 Secondary research . - С .200
18.3 Who, why and what? Qualitative methods forevaluating opportunities . - С .202
23.3 The process of group formation . - С .261
23.4 Managing team conflicts . - С .263
23.5 Working with external supporters and experts . - С .265
24 Leadership skills . - С .267
24.1 The nature of leadership . - С .267
24.2 The role and responsibilities of the leader . - С .268
24.3 Leadership behaviour . - С .270
25 Presenting your ideas . - С .274
25.1 Planning the communication . - С .274
25.2 The consulting report . - С .276
25.3 Formal presentations . - С .279
25.4 Making a case: persuading with information . - С .284
25.5 Answering questions and meeting objections inpresentations . - С .285
PART 6 Capitalising on the consulting experience
26 Learning from success . - С .291
26.1 Recognising the successes . - С .291
26.2 Success and transferable skills . - С .292
26.3 Recording successes on your CV and relating themin job interviews . - С .293
26.4 Learning from failures . - С .294
27 Consulting as a career . - С .297
27.1 The consulting industry . - С .297
27.2 Career structure in consulting firms . - С .301
27.3 The internal consultant . - С .302
27.4 The value of the consulting experience innon-consulting careers . - С .304
Appendix: Managing the management consulting exercise:a guide for the programme tutor . - С .305
Suggestions for further reading . - С .323
Index . - С .327
УДК

Кл.слова (ненормированные):
Management -- Менеджмент -- Consulting -- Консалтинг
Аннотация: Consulting is one of the most exciting and challenging of management roles. Management consultants must offer the ability to analyse information, to lead and manage projects, and to build productive relationships with people. The consultant must integrate these abilities into a professional approach, taking advantage of new business opportunities and meeting business challenges. This innovative new book offers comprehensive support to students and practitioners who wish to develop these skills, and provides a consulting exercise as part of the learning programme. It looks first at the broad role of the consultant, giving the reader an introduction to the skills needed in carrying out any consultancy project.

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