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| Acknowledgments | |
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| Introduction | |
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| Office and Practice Management | |
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| Equipment Checklist and Commentary | |
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| Client File Checklist and Commentary | |
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| Insurance Checklist and Commentary | |
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| Professional Assistance Checklist and Commentary | |
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| Time and Space Allocation Checklist and Commentary | |
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| Sales and Marketing | |
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| Web Site Checklist and Commentary | |
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| E-Mail Checklist and Commentary | |
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| Press Kit Checklist and Commentary | |
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| Sample Biographical Sketch | |
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| Sample Character Reference | |
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| Proposal Checklist and Commentary | |
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| Proposal Template | |
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| Proposal Cancellation Clauses Templates | |
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| Simple Letter of Agreement Template | |
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| Cold Call Telephone Script Checklist and Commentary | |
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| Cold Call Telephone Script | |
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| Cold Call Letter Checklist and Commentary | |
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| Cold Call Letter | |
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| Meeting Preparation Checklist and Commentary | |
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| Networking Checklist and Commentary | |
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| Networking Follow-Up Note | |
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| Advertising and Listings Checklist and Commentary | |
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| Sample Advertisement | |
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| Fee Setting Checklist and Commentary | |
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| Closing the Sale Checklist and Commentary | |
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| Self-Development | |
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| Reading Materials Checklist and Commentary | |
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| Associations Evaluation Checklist and Commentary | |
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| Rebutting Objections Checklist and Commentary | |
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| Learning from Setbacks Checklist and Commentary | |
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| Travel | |
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| Clubs Checklist and Commentary | |
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| Transportation and Lodging Checklist and Commentary | |
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| Road Warrior Support Checklist and Commentary | |
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| Project Delivery | |
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| Sponsor Checklist and Commentary | |
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| Interview Checklist and Commentary | |
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| Focus Group Checklist and Commentary | |
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| Template for Focus Group Rules | |
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| On-Site Observation Checklist and Commentary | |
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| Coaching Checklist and Commentary | |
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| Coaching Rules of Engagement Template | |
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| Debriefings Checklist and Commentary | |
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| Report Checklist and Commentary | |
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| Client Satisfaction Survey Template | |
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| Forms | |
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| Invoices | |
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| Invoice Template | |
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| Expense Reimbursement | |
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| Expense Reimbursement Template | |
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| Overdue Payments | |
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| Overdue Payments Template | |
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| Writing an Article Checklist and Commentary | |
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| Template for an Article | |
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| Letter to Magazine Editor Template | |
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| Subcontracting | |
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| Subcontracting Contract Template | |
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| Follow-Up Letters | |
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| Follow-Up Template for New Prospects | |
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| Follow-Up Template for Failure to Make Contact | |
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| Financial | |
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| Taxes Checklist and Commentary | |
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| Investment Checklist and Commentary | |
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| Retirement Checklist and Commentary | |
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| Credit Line Checklist and Commentary | |
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| Bookkeeping Checklist and Commentary | |
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| Payroll Checklist and Commentary | |
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| Legal | |
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| Incorporation Checklist and Commentary | |
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| Trademark, Service Mark, Registration Checklist and Commentary | |
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| Copyright Checklist and Commentary | |
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| Contracts Checklist and Commentary | |
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| Advanced Marketing | |
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| Publishing Articles and Columns Checklist and Commentary | |
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| Inquiry Letter Template | |
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| Template for an Article | |
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| Book Publishing Checklist and Commentary | |
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| Template for Book Preparation | |
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| Template for a Book Proposal | |
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| Letter to a Literary Agent Template | |
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| Interview Checklist and Commentary | |
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| Interview Response Template | |
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| Radio Interview Request Template | |
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| Professional Speaking Checklist and Commentary | |
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| Speech Development Template | |
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| Speech Evaluation Template | |
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| Promoting Public Speaking Template | |
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| Speakers Bureau Inquiry Letter Template | |
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| Letter to Trade Association Director Template | |
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| Letter to Visitors or Convention Bureau Template | |
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| Speaking Contract Template | |
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| Advance Speaking Requirements Template | |
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| Speaking Requirements Sheet Template | |
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| Speech Introduction Template | |
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| Newsletter Checklist and Commentary | |
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| Newsletter Format Template | |
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| Newsletter Subscription Offer Template | |
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| Forecasting Checklist and Commentary | |
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| Forecasting Template | |
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| Qualifying System Template | |
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| Referrals Checklist and Commentary | |
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| Referrals Request Template | |
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| Repeat Business Checklist and Commentary | |
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| Repeat Business Suggestion Template | |
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| Passive Income Checklist and Commentary | |
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| Teleconference Template | |
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| International Business Checklist and Commentary | |
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| Alliances Checklist and Commentary | |
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| Retainers | |
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| Maximizing Success | |
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| Life Balance Checklist and Commentary | |
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| Reinvention Checklist and Commentary | |
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| Selling Your Firm Checklist and Commentary | |
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| Appendix | |
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| Example of Trademark Registration | |
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| Example of Web Site Home Page | |
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| Bibliography | |
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| General Business and Consulting | |
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| Cold Calls | |
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| Publishing Assistance | |
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| 101 Questions for Any Sales Situation You'll Ever Face | |
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| Sample Position Paper or White Paper | |
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| Index | |
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| About the Author | |