This unique resource delivers complete, easy-to-understand coverage of the management of complex technical projects through systems engineering. Written for a wide spectrum of readers, from novices to experienced practitioners, the book holds the solution to delivering projects on time and...

This unique volume is the first to go beyond the theory of team dynamics and project management to present real world applications. The culmination of years of experience and research, the book describes practical techniques for building successful high performance project teams using actual...

Intro -- Contents v -- Acknowledgments xvii -- 1 Introduction: Why Study Sales Consulting? 1 -- 2 An Overview of the Sales Process 7 -- Definition of the Market 8 -- Marketing Campaigns 8 -- Lead Qualification 9 -- Request for Proposal 10 -- Discovery and First Customer Engagement 10 -- Propose...