Cutting Edge Consultants: Succeeding in Today's Explosive Markets

Front Cover
Prentice Hall, 1992 - Business & Economics - 270 pages
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Why are traditional consulting firms losing business while newcomers are succeeding? The answer, says veteran consultant Lawrence W. Tuller, is that "our markets, the clients that pay for our advice, are undergoing revolutionary metamorphoses."
To expand their client base and prosper, consultants must get into new, growth market niches best suited to their strengths and master the new skills that these markets demand. Firms wedded to the same old way of doing things are almost sure to fail.
That is the "wake up call" issued by Tuller in Cutting Edge Consultants. In it, he offers his eye-opening and fully detailed prescription for success in a business arena increasingly dominated by global competition, new technology, cross-border financing and multinational mergers.
Cutting Edge Consultants thoroughly examines the new realities every consulting firm must face and presents the most effective ways to solicit and service clients. For example, you'll discover the 14 hottest markets and most important trends for consultants in the 1990s, from employee motivation methods and materials movement technology to international negotiating and government contracting; specific skills required to exploit each of these highly lucrative markets...plus recommended marketing techniques, organization and staffing structures, and billing methods; a new three-pronged approach to servicing clients that ensures long-term relationships and higher fees and brings strong referrals to new clients; eight general areas of knowledge vital to doing a top-notch job regardless of which market niches you choose...including banking and finance, communication skills, and personal computers along with practical suggestions and strategies for sole practitioners, new consultants, and firms dealing mostly with smaller clients.
Throughout Cutting Edge Consultants you'll also find case histories that clarify and bring vividly to life the crucial do's and don'ts of profiting handsomely as a consultant in the '90s and beyond.

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Contents

WINDS OF CHANGE
1
A Womans World
16
GENERAL MANAGEMENT
18
Copyright

32 other sections not shown

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About the author (1992)

Has Owned and Operated Thirteen Companies. He is a Graduate of Harvard University and the Wharton School, and Holds a CPA Certificate.

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