IT Consulting 2 - Consulting business

Select the sales activities in the consulting business.

• Leads

• Extensions

• Cold calls

• Introductions

• Conclusions

Which sales activity is typically least preferred?

• Cold calls

• Introductions

• Leads

• Extensions

What is "pitching" in the context of selling the consulting service?

• Negotiating with a client about money

• Preparing the consulting service offering

• Proposing and presenting the service/solution ideas to a prospective client

• Establishing a new consulting business

Select the activities, which are included in the consulting business process.

• Promotion and selling

• Counting money

• Administration

• Service development

• Operating

What is the utilisation rate in the consulting business?

• The share of a consulting firm's profits a consultant will get as their bonus

• The percentage of time a consultant will be looking for new clients

• The percentage of working time a consultant will actually be earning fees

• The rate of successful consulting projects in a consulting firm

What is typically considered a good utilization rate in the consulting business?

• More than 40%

• More than 50%

• More than 60%

• More than 80%

Select the elements of the client relationship strategy.

• Reporting

• Managing expectations

• Sending bills

• Communication

Can you terminate your contract with a client?

(Choose the correct answer)

• Yes, it can happen if necessary

• No, it's completely unprofessional