This work offers advice on all aspects on starting a consulting business, including the lead-up to the initial client contact. Readers learn how to establish realistic goals and achieve their expectations, as well as learning about the physical space and environmental needs of a consultant.
Consulting is clearly one of today's most rapidly growing and changing fields, with total worldwide revenues expected to reach over USD100 billion in the year 2001. With more companies outsourcing many functions and a growing population of professionals pursuing the dream of self-employment, there is a great demand for information on how to start a consulting practice. This book provides focused, practical guidance on beginning a consulting business that teaches you how low overhead and a high degree of organization can translate into a six-figure income in many cases, while working from a home office. Along with a wealth of helpful charts and tables, here is comprehensive coverage of essential areas such as: How to finance a consulting practice Marketing consulting services to corporate clients Writing proposals that sell Legal requirements for consulting practices Fee setting, billing, bookkeeping, and more From downsized managers and executives, to retired professionals seeking a second career, consultants in large organizations who want their own practice, employed managers seeking greater employment security, to entrepreneurs, MBA and similar graduates who desire an independent future, and those who seek to establish a part-time practice, Getting Started in Consulting will prove an invaluable resource to attaining their goals.
ALAN WEISS, PhD, has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, Chase, American Press Institute, and Times Mirror Group. He lectures widely and appears regularly on radio and television to discuss productivity and performance. Weiss is also the author of twelve books, including the highly acclaimed Million Dollar Consulting.
Table of Contents
Establishing Goals and Expectations: You Will Be What You Decide to Be, Nothing Less, Nothing More. Physical Space and Environmental Needs: Act Like You Have a Business and You'll Have One. Sorting Out the Legal, Financial, and Administrative: First, Let's Kill All the Lawyers. Fundamental Marketing: Creating a Gravity for Your Business. Advanced Marketing: Creating a Brand. Initiating the Sales Process and Acquiring Business: Building Relationships. Closing the Sale: How to Write Proposals and Cash Checks. Establishing Fees: How to Make Them Beg to Pay You More. Moving to the Next Level: How to Grow Your Business Dramatically. What Do You Do with Success?: How to Continue to Grow by Paying Back Appendices. Glossary. Index.
Getting Started in Consulting by Alan Weiss
Getting Started in...
Used - Very Good
John Wiley and Sons Ltd
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