Business of Consulting The Basics and Beyond

ISBN-10: 0787994642
ISBN-13: 9780787994648
Edition: 2nd 2007 (Revised)
List price: $63.00 Buy it from $24.24
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Description: Designed as the go-to reference for managing a consulting business, "The Business of Consulting" is candid, practical, and eminently useful. Fine-tuned to address the changes in today's business environment, this vital resource outlines the basics  More...

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Book details

List price: $63.00
Edition: 2nd
Copyright year: 2007
Publisher: John Wiley & Sons, Incorporated
Publication date: 5/25/2007
Binding: Hardcover
Pages: 340
Size: 8.25" wide x 9.25" long x 1.00" tall
Weight: 2.266
Language: English

Designed as the go-to reference for managing a consulting business, "The Business of Consulting" is candid, practical, and eminently useful. Fine-tuned to address the changes in today's business environment, this vital resource outlines the basics for managing a consulting practice and shows how to - Develop a business plan - Market your business - Charge for your services - Build a client relationship - Grow the business - Ensure your continued professional growth - Make money in the profession

List of Exhibits on the CD-ROM
Foreword
Preface
So You Want to Be a Consultant
What Is Consulting?
Four Ways to Get Started
Why Consulting Now?
Myths About Consulting
Rewards and Realities of Consulting
Just What Are You Getting Yourself Into?
Talents and Tolerance
Skills for Success
Personal Characteristics of Successful Consultants
Roles You May Play
Signs of a Mediocre Consultant
Your Personal Situation
Caution: Business Owner Ahead
Entrepreneurial Characteristics
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
Starting...
What's in a Name?
Choosing an Accountant
Business Structure
Business Plans
Start-Up Costs
Your Niche
Your Image
Experience
...And Staying in Business
A Marketing Plan
Do I Need a Website?
Surprising but Practical Thoughts on Marketing
113 Tactics for Low-Budget Marketing
Contacts with Potential Clients
Proposals and Contracts
How to Refuse an Assignment
Ways to Stay in Business
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
Protect Your Capital Investments
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 Is Finished
More Value for the Client
How Many Clients Do I Need?
Ensure Success
Growing Pains
Adding People
Growing Without Adding People
Expand Your Geographical Market
Do Everything You Can to Grow Your Current Business
Final Thoughts
The Ethics of the Business
Consultant to Client
Consultant to Consultant
Client to Consultant
Code of Ethics
Exude Professionalism
Measuring Up
Continuing to Learn
Balancing Your Life and Your Business
Managing Your Time
Giving Back
A Personal Checkup
Do You Still Want to Be a Consultant?
A Week in a Consultant's Life
Visualizing Success
Taking Action
Getting Ready
Reading List
Index
About the Author
How to Use the CD-ROM

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