Authors: Alan Weiss, Weiss
ISBN-13: 9780470419809, ISBN-10: 0470419806
Format: Paperback
Publisher: Wiley, John & Sons, Incorporated
Date Published: March 2009
Edition: (Non-applicable)
Alan weiss is a consultant, speaker, and bestselling author. His firm, Summit Consulting Group, Inc., has consulted with such clients as Merck, Hewlett-Packard, GE, and Mercedes-Benz, among many others. His thirty other books include the bestseller Million Dollar Consulting. For more information, contact him at his blog, www.contrarianconsulting.com, or Web site, www.summitconsulting.com.
Declare your independence with the new, completely updated Second Edition of Getting Started in Consulting
Consulting is big business these days. And with more companies outsourcing more functions and a growing population of professionals pursuing the dream of self-employment, its a field that will only continue to grow. This book provides all the information you need to start your own consulting practice.
This revised edition of Getting Started in Consulting offers focused, practical guidance on starting a consulting business, and shows how low overhead and a high degree of organization can add up to a six-figure income. Revised for 2004, this edition includes a new chapter on getting started even quicker, and presents the latest advice on networking and getting the most out of technology. Packed with helpful charts and tables, this expert guide also covers:
Whether youre a retired professional seeking a second career or a corporate consultant ready to get out on your own; whether you want to build a part-time or full-time consultancy, Getting Started in Consulting, Second Edition is an invaluable resource for making your dream of professional independence come true.
Introduction to the Second Edition | ||
Acknowledgments | ||
About the Author | ||
Ch. 1 | Establishing Goals and Expectations: You Will Be What You Decide to Be, Nothing Less, Nothing More | 1 |
Ch. 2 | Physical Space and Environmental Needs: Act Like You Have a Business and You'll Have One | 23 |
Ch. 3 | Sorting Out the Legal, Financial, and Administrative: First, Let's Kill All the Lawyers | 47 |
Ch. 4 | Fundamental Marketing: Creating a Gravity for Your Business | 71 |
Ch. 5 | Advanced Marketing: Creating a Brand | 95 |
Ch. 6 | Initiating the Sales Process and Acquiring Business: Building Relationships | 117 |
Ch. 7 | Closing the Sale: How to Write Proposals and Cash Checks | 137 |
Ch. 8 | Establishing Fees: How to Make Them Beg to Pay You More | 165 |
Ch. 9 | Moving to the Next Level: How to Grow Your Business Dramatically | 187 |
Ch. 10 | What Do You Do with Success? How to Continue to Grow by Paying Back | 209 |
Ch. 11 | The Quick Start: How to Hit Consulting Ground Running at Full Speed | 231 |
App. A | Business Plan to Attract Investment | 257 |
App. B | Sample "To Do" Lists | 259 |
App. C | Office Equipment Recommendations | 261 |
App. D | Trade Associations, Professional Groups, Publicity Sources | 264 |
App. E | Sample Biographical Sketch for a New Consultant | 267 |
App. F | Sample Position Paper: Accepting Equity for Your Services: Or Why the Craps Tables Suddenly Look Good | 269 |
App. G | Sources for Listings and Advertising | 275 |
App. H | Sample Magazine Inquiry Letter | 277 |
App. I | 101 Questions for Any Sales Situation You'll Ever Face | 279 |
Glossary | 291 | |
Index | 295 |