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Consultant's Proposal, Fee, and Contract Problem-Solver

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ISBN-10: 0471582131

ISBN-13: 9780471582137

Edition: 1993

Authors: Ronald Tepper, Ron Tepper

List price: $41.95
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Description:

The author interviewed nearly a dozen of the most successful consultants in the country to provide indispensable advice on fee-setting, contracts, proposal writing and client communication. Features authentic case histories from 10 diverse industries--financial, accounting, data processing, law, marketing, money management, engineering, direct mail, advertising and management consulting--to give readers a practical, how-to look at consulting.
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Book details

List price: $41.95
Copyright year: 1993
Publisher: John Wiley & Sons, Incorporated
Publication date: 4/14/1993
Binding: Paperback
Pages: 256
Size: 6.25" wide x 9.25" long x 0.75" tall
Weight: 0.748

RON TEPPER is a marketing consultant and the author of six successful books on professional communications, including The Only 250 Letters and Memos Managers Will Ever Need, and Power Resumes, Second Edition, both published by Wiley.

Introduction
The Consultant's Role Today
Impact of Technology
Outsourcing and Downsizing Opportunities
Fee Structure Change
Clients Want Value-Added Service
Changes from 1970s to 1990s
Core Business Search
The Major Consulting Opportunity
Four Demands Spur Consulting
New Techniques in Generating Business
Impact of Speaking, Writing on Fees
Generating Exposure
Freelance Article Payoff
Rise of "Advertorials"
Finding a Niche
Writing the Winning Proposal
Answering Needs
Change in Proposals
Role of Summary
Two Types of Presentations
The "Skunk Works" Approach
Handling Sophisticated Clients
10 Steps in Writing Effective Proposals
Impact of Cost
Impact of Referrals
Determining Fees - And Getting Them
Venture Marketing
Percentage Variations
The "Burn Rate"
Four Billing Factors
Fixed Price Techniques
Hourly Rates
Questions to Ask When Setting Fees
Explaining Estimates and Fees
Billing Methods
The Retainer
Contracts and Letters of Agreement
Simplified Agreements
Phase Contracts
Letters of Agreement
The Government Contract
The Percentage-Based Contract
Adjusting Contracts
Letter of Agreement vs. Contract
Performance-Based Contract
The Standard Retainer Agreement
Fee Limit Agreement
Specific Assignment Agreement
Service Charges and Fees
Billing and Communication
The Decision Process
Following the Findings
The Question Factor
The Communication Schedule
Protecting Accounts
10 Rules of Client Communication
Marketing Tools That Help Sell Fees, Contracts
Newsletter Approach
Business Generating Speeches
Speaking and Consulting
The Effective Brochure
Contemporary Brochures
Index