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The Business of Consulting

The Basics and Beyond

Elaine Biech

Publisher: Jossey-Bass, 1999 , 246 pages

ISBN: 0-7879-4021-6

Keywords: Consulting


Toggle Synopsis

The First Day-to-Day Guidebook for Consultants!

Consulting is one of the fastest growing careers around. Lacking a basic primer, many consultants have had to learn their jobs by trial and error. Now you can put an end to the guesswork. This how-to book gives you the actual tools and techniques you need in order to pursue a successful and profitable career in the world of consulting.

Table of Contents:

Toggle Table of Contents

  • List of Exhibits
  • Foreword Richard Y. Chang
  • Preface
  • ONE: What Are You Getting Yourself Into?
    • What Is Consulting?
    • Five Ways to Get Started
    • Why Consulting Now?
    • Myths About Consulting
    • rewards and realities f Consulting
    • Just What Are You Getting Yourself Into?
  • TWO: Talents and Tolerance
    • Skills for Success
    • Personal Characteristics of Successful Consultants
    • Roles You May Play
    • Sign of a Mediocre Consultant
    • Your Personal Situation
    • The Transition into Consulting
    • Caution: Business Owner Ahead
    • Entrepreneurial Chacteristics
  • THREE: Dollars and Sense
    • How Much Money Do You Require?
    • How Much Should You Charge?
    • Selecting a Pricing Structure
    • Other Pricing Decisions
    • Other Charges
    • Fee Increases
    • Ethics of Pricing
    • Money Discussions
    • Value of a Guarantee
  • FOUR: Starting ...
    • Selecting an Accountant
    • Business Structure
    • Business Plans
    • Start-Up Costs
    • Your Niche
    • Your Image
    • Experience
  • FIVE: ... And Staying in Business
    • A Marketing Plan
    • Surprising but Practical Thoughts on Marketing
    • 113 Tactics for Low-Budget Marketing
    • Potential-Clients Contacts
    • Proposals and Contracts
    • How to Refuse an Assignment
    • Ways to Stay in Business
  • SIX: The Cost of Doing Business
    • Plan for the Worst
    • Watch Your Cash Flow
    • Track Expenses
    • Set Aside Petty Cash
    • Charge Your Client
    • Project Revenues
    • Deal with Bad Debts
    • Keep an Eye on Your Numbers
    • Consider Capital Investments
  • SEVEN: Building a Client Relationship
    • The First Meeting
    • Four Phases of Building a Client-Consultant Partnership
    • How to Improve the Relationship Continuously
    • It's the People
    • How to Maintain the Relationship After the Project
    • More Value for the Client
  • EIGHT: Growing Pains
    • Adding People
    • Growing Without Increasing Payroll
    • Doing Everything You Can to Grow Your Current Business
  • NINE: The Ethics of the Business
    • Consultant to Client
    • Consultant to Consultant: Subcontracting
    • Client to Consultant
    • Code of Ethics
  • TEN: Exude Professionalism
    • Measuring Up
    • Continuing to Learn
    • Balancing Your Life and Your Business
    • Managing Your Time
    • Giving Back
  • ELEVEN: Do You Still Want to Be a Consultant?
    • A Week in a Consultant's Life
    • Visualizing Success
    • Taking Action
    • Getting Ready


The Business of Consulting

by Roland Buresund last modified 2007-08-07 17:59

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Questions that need to be answered before you strike out on your own as an consultant (independent or hired).

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