Consulting for Dummies »

Bob Nelson (San Diego, CA) is founder and president of Nelson Motivation, Inc., a management training and consulting firm based in San Diego, California. As a practicing manager and a best-selling author, he is an internationally recognized expert in the areas of employee recognition, rewards, motivation, morale, retention, productivity, and management. He is author of the bestselling book 1001 Ways to Reward Employees (Workman) — which has sold over 1.5 million copies worldwide — and coauthor of the best-selling book Managing For Dummies, 2nd Edition, with Peter Economy (Wiley), as well as 18 other books on management and motivation.

Bob has been featured extensively in the media, including television appearances on CNN, CNBC, PBS, and MSNBC; radio appearances on NPR, USA Radio Network and the Business News Network; and print appearances in the New York Times, the Wall Street Journal, the Washington Post, and many more. He writes a weekly column for American City Business Journals and a monthly column for Corporate Meetings & Incentives, among others.

Dr. Nelson received his PhD in management from The Peter F. Drucker Graduate Management Center of Claremont Graduate University in suburban Los Angeles, and received his MBA in organizational behavior from The University of California at Berkeley. For more information on products and services offered by Nelson Motivation, Inc. — including speaking or consulting services — call 800-575-5521. Visit Bob at his Web site: www.nelsonmotivation.com.

Peter Economy (La Jolla, CA) is a freelance business writer and publishingconsultant who is associate editor of the Apex award-winning magazine Leader to Leader, and coauthor of the best-selling book Managing For Dummies, 2nd Edition, with Bob Nelson (Wiley), Giving Back with Bert Berkley (Wiley), The SAIC Solution with J. Robert Beyster (Wiley), as well as the author or coauthor of more than 30 other books on a wide variety of business and other topics. Visit Peter at his Web site: www.petereconomy.com and be sure to check out his Free Book Project at: www.booksforfree.org.

“Refreshingly irreverent and lucidly written…go for it whether you’re a wannabe or an old pro!” – James H. Kennedy, Founder, Consultant News, on the first edition of Consulting For Dummies.

“Whether you are a novice consultant or a pro, Consulting For Dummies coaches you to outstanding success. It is crammed with practical, proven tips and techniques to attract clients and to deliver a quality project profitably while having fun.” – Bradley Zehner II, Ph.D., Professor, Pepperdine University, and Founder, Zetec, Strategy and Marketing Consulting, on the first edition of Consulting For Dummies.

“This book is a revelation – a must read.” – Ken Shelton, Editor, Executive Excellence, on the first edition of Consulting For Dummies.

Product Description

So you want to be a consultant? If you have expertise people are willing to pay for and the motivation to work hard at this exciting and rewarding profession, Consulting For Dummies, 2^nd Edition, supplies the rest. Newly revised – with lots more information for aspiring and established consultants alike – Consulting For Dummies, 2^nd Edition is without a doubt the most current and comprehensive book available today on the art and business of consulting. In it, you’ll find everything you need to set up your consulting business, generate demand for your services, create lasting solutions foryour clients, and succeed!

This friendly, practical, guide shows you how to get your business off the ground and running smoothly, with the latest on developing a marketable idea, running your home office, writing winning proposals, selling your services, and getting referrals. You’ll find expert tips on setting fees, keeping track of time and money, and building a business with new clients, including the latest on using the Internet to market your services and make a name for yourself. Discover how to:

• Start a successful consulting business
  
  
• Build partnerships with clients
  
  
• Handle financial and legal issues
  
  
• Set your fees (including advanced pricing strategies)
  
  
• Write winning proposals
  
  
• Understand and develop solutions for client problems
  
  
• Make great presentations
  
  
• Negotiate contracts
  
  
• Promote your business
  
  
• Implement your recommendations and make them stick
  
  
• Practice the ABCs of selling
  
  
• Reward current clients for referrals
  
  
• Troubleshoot common consulting issues
  
  
• Take your consulting business to the next level
  
  

Complete with savvy tips on how to improve cash flow, find new clients, and increase your business with existing clients Consulting For Dummies, 2^nd Edition, helps you get your business up and running fast. And if you’ve already got an established consulting business, Consulting For Dummies, 2^nd Edition, helps you take your business to the next level – building your client base and increasing your bottom line.

From the Back Cover

The fun and easy way to turn your expertise into income

This practical, friendly guide shows you how to get your business off the ground and running smoothly, with the latest on developing a marketable idea, running your home office, writing winning proposals, selling your services, and getting referrals. You get expert tips on setting fees, keeping track of time and money, and building business with new clients. So whether you’re a novice looking for your first client or an experienced consultant searching for new techniques to build your business, you’ll find the answers here!

Discover how to:

• Handle financial and legal issues
  
  
• Promote your business
  
  
• Write winning proposals
  
  
• Make great presentations
  
  
• Negotiate contracts
  
  
• Take your business to the next level
  
  

About the Author

Bob Nelson (San Diego, CA) is founder and president of Nelson Motivation, Inc., a management training and consulting firm based in San Diego, California. As a practicing manager and a best-selling author, he is an internationally recognized expert in the areas of employee recognition, rewards, motivation, morale, retention, productivity, and management. He is author of the bestselling book 1001 Ways to Reward Employees (Workman) — which has sold over 1.5 million copies worldwide — and coauthor of the best-selling book Managing For Dummies, 2nd Edition, with Peter Economy (Wiley), as well as 18 other books on management and motivation.

Bob has been featured extensively in the media, including television appearances on CNN, CNBC, PBS, and MSNBC; radio appearances on NPR, USA Radio Network and the Business News Network; and print appearances in the New York Times, the Wall Street Journal, the Washington Post, and many more. He writes a weekly column for American City Business Journals and a monthly column for Corporate Meetings & Incentives, among others.

Dr. Nelson received his PhD in management from The Peter F. Drucker Graduate Management Center of Claremont Graduate University in suburban Los Angeles, and received his MBA in organizational behavior from The University of California at Berkeley. For more information on products and services offered by Nelson Motivation, Inc. — including speaking or consulting services — call 800-575-5521. Visit Bob at his Web site: www.nelsonmotivation.com.

Peter Economy (La Jolla, CA) is a freelance business writer and publishing consultant who is associate editor of the Apex award-winning magazine Leader to Leader, and coauthor of the best-selling book Managing For Dummies, 2nd Edition, with Bob Nelson (Wiley), Giving Back with Bert Berkley (Wiley), The SAIC Solution with J. Robert Beyster (Wiley), as well as the author or coauthor of more than 35 other books on a wide variety of business and other topics. Visit Peter at his Web site: www.petereconomy.com and be sure to check out his blog at: www.theventureedge.com.

Part I: So You Want to Be a Consultant.

Chapter 1: Introducing the Wonderful World of Consulting.

Chapter 2: Determining Whether Consulting Is Right for You.

Chapter 3: Taking the Plunge into Consulting (Or at Least Getting Your Feet Wet).

Part II: Getting Your Consulting Business Off the Ground.

Chapter 4: Setting Up Your Consulting Firm.

Chapter 5: Getting a Grip on Legalities, Finances, and Ethics.

Chapter 6: Setting Your Fees.

Part III: The Short Course in Consulting.

Chapter 7: Defining the Problem and Writing a Winning Proposal.

Chapter 8: Collecting the Client Data You Need.

Chapter 9: Problem-Solving and Developing Recommendations.

Chapter 10: Tell It Like It Is: Presenting Your Recommendations.

Chapter 11: Implementation: Making Your Prescriptions Stick.

Part IV: Selling Your Consulting Services.

Chapter 12: The ABCs of Selling.

Chapter 13: Getting the Word Out: Promoting Your Business.

Chapter 14: Building Business and Referrals through Current Clients.

Chapter 15: Building Business with New Clients.

Part V: Taking Care of Business.

Chapter 16: Contracting for Business: It’s a Deal!

Chapter 17: Keeping Track of Your Time and Money.

Chapter 18: Communicating Your Way to Success.

Chapter 19: Troubleshooting Common Consulting Issues.

Part VI: Taking Your Consulting Business to the Next Level.

Chapter 20: Building on Your Success.

Chapter 21: Advanced Pricing Strategies.

Chapter 22: Enhancing Your Imageand Reputation.

Part VII: The Part of Tens.

Chapter 23: Ten Ways to Improve Your Cash Flow.

Chapter 24: Ten Effective Marketing Strategies for New Business.

Chapter 25: Ten Ways to Build Business with a Client.

Index.