Thread List
First Page Previous Page Page 266 / 320 Next Page Last Page
Subject#Latest
4 10.11.05
3 10.11.05
1 10.11.05
7 10.11.05
2 10.11.05
2 10.11.05
2 10.11.05
5 10.11.05
4 10.11.05
3 10.11.05
8 09.11.05
1 09.11.05
6 09.11.05
5 09.11.05
6 08.11.05
9 08.11.05
1 08.11.05
1 08.11.05
4 08.11.05
4 08.11.05
2 08.11.05
5 07.11.05
4 07.11.05
1 03.11.05
1 03.11.05
1 03.11.05
10 03.11.05
1 03.11.05
1 03.11.05
1 02.11.05
2 02.11.05
8 02.11.05
8 01.11.05
6 01.11.05
2 01.11.05
2 31.10.05
2 29.10.05
4 29.10.05
2 29.10.05
1 29.10.05
7 28.10.05
2 28.10.05
10 28.10.05
14 28.10.05
1 28.10.05
4 28.10.05
6 28.10.05
3 27.10.05
5 27.10.05
4 27.10.05
First Page Previous Page Page 266 / 320 Next Page Last Page

Business Development?

 
#1 Business Development?
09/11/2005 18:20

Jamy

How do consulting companies identify and win new business? The general understanding is that senior members, partners and directors, find new business and handle the commercial and personal relationship with the client. I assume they have a large network of contacts: business friends, ex school mates, friends they met at charity events or other events etc. and so they generate leads while playing golf or in social venues. It also seems that, at some point, and increasingly so, clients require formal proposals and especially when big contracts need to be signed, procurement and even large shareholders need to be consulted. What are the main criteria clients apply to choose a firm over another? Reputation, brand and prestige seem to be part of it, but how important are these versus innovative propositions and price? What other criteria play a role in the final decision? I also know that clients want to see the CVs of the consultants on offer. Do they ever interview consultants directly? How sophisticated is the decision making process for assigning Strategy consulting contracts and Business consulting contracts?

Reply  Quote   

Top of Page

ThreadID: 11861

Advertise
Your Jobs!