THE TRUSTED Firm: How Consulting Firms Build Successful Client Relationships presents a blueprint for the consulting firm of the future. From concepts to tactics, the book shows leaders why and how to rethink their business in order to earn client trust, which is always the ultimate market differentiator.
The consulting industry has been on a roller-coaster ride since the heady days of the 1990s. After a recession triggered by the dotcom crash, it's now growing rapidly again, but in a market that has changed beyond all recognition.
Fees are down, buying is centralized and many clients are ex-consultants who know all the tricks of the trade. It's a hostile environment in which great personal qualities are no longer enough –consultants need trusted firms behind them, helping them deliver results.
This journey through the new consulting terrain looks at how leading consulting firms worldwide create a platform for success:
1. What values they need;
2. Who they recruit and what recruitment processes work best;
3. How they keep their finger on the pulse of the market; and
4. How they match the right people to particular jobs.
About the author
Fiona Czerniawska is the founder and managing director of Arkimeda. She is one of the world's leading authorities on the consulting industry.
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