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A consultant is an entire company all rolled up into one person! A consultant acts as marketer, salesperson, subject expert, legal adviser, accountant, negotiator, and more! In other words -- consultants need help! That's why How to Make It Big as a Consultant keeps selling and selling. Written by a veteran consultant (with hundreds of consulting engagements to his credit), this up-close-and-personal guide is filled with highly-focused, detailed advice on every aspect of starting up and maintaining a highly lucrative consulting career. Completely updated, the third edition includes new chapters on how to do effective research, and how the Internet can provide a multitude of business opportunities. All the basics that make this book a favorite are still included, such as how to: Understand what clients think they need (and analyze if it's what they really need) -- Market the business -- both directly and indirectly -- Create the structure for an assignment (proposals, pricing, contracts, scheduling) -- Solve clients' problems (using the Harvard Case Study Method) -- Structure and run the business (all the legal, tax, and insurance issues) -- Grow and evolve to become an outstanding consultant -- one that clients turn to again and again.
| ISBN | 0814470734 | | Pages | 336 | | ISBN13 | 9780814470732
(What's this?) | | Volumes | 1 | | Publisher | Amacom | | Weight (grammes) | 544 | | Imprint | Amacom | | Published in | New York | | Format | Paperback | | Previous ISBN | 9780814478608 | | Publication date | 01 Jul 2001 | | Height (mm) | 228 | | Library of Congress | 01022196 | | Width (mm) | 154 | | DEWEY | 658.46 | | Spine width (mm) | 27 | | DEWEY edition | DC21 | | Academic level | General |
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| | | Acknowledgments | | | | | | Preface | | | | 1 | | The Business of Consulting | | 1 | | 2 | | How to Get Clients: Direct Marketing Methods | | 21 | | 3 | | How to Get Clients: Indirect Marketing Methods | | 41 | | 4 | | Marketing Consultant Services to the Public Sector | | 66 | | 5 | | Making the Initial Interview a Success | | 75 | | 6 | | How to Write a Proposal | | 85 | | 7 | | Pricing Your Services | | 94 | | 8 | | What You Must Know about Consulting Contracts | | 106 | | 9 | | Planning and Scheduling the Consulting Project | | 117 | | 10 | | Negotiating with Your Client | | 127 | | 11 | | How to Solve Your Client's Problems Easily | | 140 | | 12 | | How to Research a Consulting Project | | 157 | | 13 | | The Importance of Ethics in Consulting | | 167 | | 14 | | Making Professional Presentations | | 183 | | 15 | | What a Computer Can Do for You in Consulting | | 200 | | 16 | | What the Internet Can Do for You in Consulting | | 213 | | 17 | | How to Run Your Consulting Business | | 236 | | | | Epilogue | | 265 | | | | App. A: References Useful to Consultants | | 267 | | | | App. B: Sample Consultant's Brochure | | 275 | | | | App. C: The Consultant's Questionnaire and Audit | | 281 | | | | App. D: An Extensive Consulting Proposal | | 315 | | | | App. E: Associations of Consultants | | 337 | | | | Index | | 341 |
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