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The role of the status of a partner in a consulting organization

ФИО студента: Zakharov Evgenij

Руководитель: Grigory L. Tsipes

Кампус/факультет: Faculty of Management

Программа: Master

Год защиты: 2014

<p><span style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;">The efficiency of a project-oriented company and, in particular, consulting companies, largely determined by the degree of interest in the results of the key figures of the project.</span><br style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;" /><br style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;" /><span style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;">The purpose of work is development of recommendations on increase of efficiency of consulting companies using mechanisms of motivation of project managers on sales effectiveness and quality of implementation of the projects.</span><br style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;" /><br style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;" /><span style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;">In the theoretical part of the work, are investigated the questions of construction consulting business. As a critical factor of success of consulting business is dedicated sales process consulting projects. Formulated gipoteza on the dependence of the efficiency and effectiveness of this process on whether the seller is a partner or an employee of the company.</span><br style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;" /><br style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;" /><span style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;">The practical part of the work devoted to the comparative analysis of influence of the partner and employee on sale of projects consulting company. The basic parameters, kharakterizuyushchie the quality of this process. Confirmation gipotezy research based on analysis of the experience of Russian and foreign companies specializing in consulting.&nbsp;</span><br style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;" /><br style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;" /><span style="color: rgb(0, 0, 0); font-family: Arial, Helvetica, sans-serif; font-size: 13px; line-height: 16px;">In the final part of the paper the author presents recommendations on how to improve the level of motivation of rukovoditelei projects in companies that are not using the partnership model.</span></p>

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