Summary of Reports

 Alcatel

 AT&T

 BT

 Casewise

 CODA

 Cognos

 Crown Computing

 FormScape

 Hewlett-Packard

 InterSystems

 Lawson

 Oracle

 PlanView

 SAP

Management Briefings

 Market Overview | Part 2 | Part 3

 Round Table | Part 2 | Part 3

 Annual Consultants’ Forum: Previewing the subjects and speakers at this year’s big get-together for consultants | Part 2

 Company Ethics: Fiona Czerniawska speaks to senior consultants about their approach | Part 2

 Competitive Alliances: Dr Adrian Boucher of Informatics Business Consultants | Part 2

 Small Firm View: Sharhabeel Lone of SAKS Consulting | Part 2

 Return on Investment: Trish Cosgrove of B2B Sales Consulting | Part 2

 Vendor View: Karen Herbert from Cognos | Part 2

 Expert Opinion: Neil Ferguson of PMP Research

Issue Summary

Trish Cosgrove looks at how consultants can guarantee a return on their investment in vendor partnerships.

Partners for profit - Part 2 | Part 1

2. Understanding the sales process.
Running a sales campaign of any nature or size is stressful, but understanding the process of engagement will make it easier to manage.

When selling within alliances/ partners, the process needs to be agreed jointly. Partners will probably have a different style of selling, and will possibly expect things to happen differently and at different stages throughout the sales engagement.

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Consultants' Advisory 2003

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