Business Management White Papers
The Consultant's Conundrum - Selling While Serving
Overview After a grueling proposal process, a consulting team landed a project with a new client. Knowing that the client often uses consulting services, the lead consultant and his team adopted a two-part client management strategy: First, make the existing project a great success, and second, take the initiative to identify opportunities to help the client in other areas. For the next few weeks, the lead consultant walked the halls to meet with client executives and learn about all aspects of their organization. He solidified his understanding of his client's business and unearthed several high-value opportunities to improve operations in two of the company's major divisions. Before the first phase of the existing project was completed, the lead consultant's team had submitted two unsolicited proposals to the client.
| Publisher | Microsoft Tips | File Format | HTML |
|---|---|---|---|
| Date Published | December 2007 | ||
| Format | White Papers | ||
| Topics | |||
-
Did you find this white paper useful? 1 out of 2 users found this white paper useful
White Paper RSSOracle's Accelerate Initiative: An Assessment of Oracle's Applications for Midsize Organisations
DownloadAfter years of limping along on applications that never fully supported their business processes, mid- size organizations around the world are looking for complete solutions. All they need are applications...
businessfirst: Ideas to help small companies retain their successful entrepreneurial spirit
Innovation and enterprise is almost universally associated with small businesses. Typically, 95% of all innovations occur in businesses with less than 100 employees. When companies grow past this point the...
The Business Benefits of Software-as-a-Service: Making the Most of the On-Demand Advantage
This white paper explores the business advantages and considerations in moving to "on-demand" - and running your business via Software-as-a-Service. Software-as-a-Service - also referred to as On-Demand represents a...
Improving Operational Efficiency of your IT Infrastructure
IT operational efficiency is a business imperative. Optimizing the IT infrastructure improves operational efficiency by reducing costs, improving agility, and maximizing performance. IBM offers a wide range of offerings...
Get "More IT for Less" in Retail Banking With Grid Computing
A rapidly-growing financial services' organization based in the United States had become one of the world's largest providers of Visa and MasterCard-branded credit cards. As part of the consumer-lending products...
