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How to Succeed as an Independent Consultant » (Older Edition)
Authors: Herman R. Holtz
ISBN-13: 9780471575818, ISBN-10: 047157581X
Format: Hardcover
Publisher: Wiley, John & Sons, Incorporated
Date Published: April 1993
Edition: Older Edition
Author Biography: Herman R. Holtz
HERMAN HOLTZ was a nationally recognized authority on business and consulting, and the author of more than forty-five business and professional books.
DAVID ZAHN is a preeminent authority on consulting. He is the cofounder of Clow Zahn Associates, a consultancy whose clients have included Kraft, Coors, Hallmark, RJ Reynolds, Johnson & Johnson, Campbell’s, Tropicana, Dr. Pepper, Ocean Spray, Nabisco, and many others.
Book Synopsis
No matter what your field of expertise, this book will help you win clients through a variety of practical, proven techniques you’ll find only here. Packed with real-world, effective business-driving tactics–as well as up-to-the-minute advice on getting the most out of new technologies–this helpful guide will show you how to market yourself in new ways, soar over IRS hurdles, and grow your home-office operation into a thriving practice.
Table of Contents
| Preface | ||
| Introduction | 1 | |
| 1 | What Does (Should) a Consultant Do? | 10 |
| 2 | Seizing Opportunity | 27 |
| 3 | Consulting as a Second Career | 38 |
| 4 | Why Do So Many Consultants Fail? How to Succeed | 53 |
| 5 | A Few Keys to Success | 66 |
| 6 | Founding the Consulting Practice | 83 |
| 7 | Finances, Taxes, and Related Problems | 97 |
| 8 | Marketing and Sales: Finding Leads and Closing Them | 112 |
| 9 | Releases, Brochures, and Other Materials | 130 |
| 10 | The New Marketing | 143 |
| 11 | Marketing to the Public Sector: Federal, State, and Local Government | 155 |
| 12 | Proposal Writing: A Vital Art | 170 |
| 13 | The Initial Meeting With the New Client Or Prospect | 199 |
| 14 | Negotiations, Fees, and Contracts | 213 |
| 15 | Consulting Processes and Procedures | 231 |
| 16 | Final Reports, Presentations, and Other Products | 254 |
| 17 | Fees and Collections | 270 |
| 18 | Skills You Need: Making Presentations | 280 |
| 19 | Skills You Need: Writing | 292 |
| 20 | Additional Profit Centers: Writing for Publication and Self-Publishing | 315 |
| 21 | Additional Profit Centers: Seminars and Public Speaking | 337 |
| 22 | Consulting and New Technologies | 355 |
| 23 | Business Ethics in Consulting | 365 |
| 24 | The Reference File | 372 |
| Index | 393 |
Subjects
« Previous Book Economics and Sociology of Management Consulting