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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.
| ISBN | 0471469106 | | Pages | 432 | | ISBN13 | 9780471469100
(What's this?) | | Volumes | 1 | | Publisher | John Wiley and Sons Ltd | | Weight (grammes) | 656 | | Imprint | John Wiley & Sons Inc | | Published in | New York | | Format | Hardback | | Previous ISBN | 9780471575818 | | Publication date | 16 Apr 2004 | | Height (mm) | 232 | | Library of Congress | HD69.C6 H6 | | Width (mm) | 160 | | DEWEY | 658.46 | | Spine width (mm) | 35 | | DEWEY edition | DC21 | | Academic level | Tertiary education, Professional / Scholarly |
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| | | Preface | | | | | | Introduction | | 1 | | Ch. 1 | | What Does (Should) a Consultant Do? | | 11 | | Ch. 2 | | Seizing Opportunity | | 27 | | Ch. 3 | | Consulting as a Second Career | | 38 | | Ch. 4 | | Why Do So Many Consultants Fail? How to Succeed | | 56 | | Ch. 5 | | A Few Keys to Success | | 70 | | Ch. 6 | | Founding the Consulting Practice | | 87 | | Ch. 7 | | Finances, Taxes, and Related Problems | | 101 | | Ch. 8 | | Marketing and Sales: Finding Leads and Closing Them | | 116 | | Ch. 9 | | Releases, Brochures, and Other Materials | | 136 | | Ch. 10 | | The New Marketing | | 150 | | Ch. 11 | | Marketing to the Public Sector: Federal, State, and Local Government | | 161 | | Ch. 12 | | Proposal Writing: A Vital Art | | 176 | | Ch. 13 | | The Initial Meeting with the New Client or Prospect | | 206 | | Ch. 14 | | Negotiations, Fees, and Contracts | | 223 | | Ch. 15 | | Consulting Processes and Procedures | | 242 | | Ch. 16 | | Final Reports, Presentations, and Other Products | | 266 | | Ch. 17 | | Fees and Collections | | 284 | | Ch. 18 | | Skills You Need: Making Presentations | | 295 | | Ch. 19 | | Skills You Need: Writing | | 307 | | Ch. 20 | | Additional Profit Centers: Writing for Publication and Self-Publishing | | 330 | | Ch. 21 | | Additional Profit Centers: Seminars and Public Speaking | | 353 | | Ch. 22 | | Consulting and New Technologies | | 372 | | Ch. 23 | | Business Ethics in Consulting | | 382 | | | More... | | |
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