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| List of Exhibits on the CD-ROM | |
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| Foreword | |
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| Preface | |
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| So You Want to Be a Consultant | |
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| What Is Consulting? | |
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| Four Ways to Get Started | |
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| Why Consulting Now? | |
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| Myths About Consulting | |
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| Rewards and Realities of Consulting | |
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| Just What Are You Getting Yourself Into? | |
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| Talents and Tolerance | |
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| Skills for Success | |
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| Personal Characteristics of Successful Consultants | |
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| Roles You May Play | |
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| Signs of a Mediocre Consultant | |
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| Your Personal Situation | |
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| Caution: Business Owner Ahead | |
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| Entrepreneurial Characteristics | |
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| Dollars and Sense | |
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| How Much Money Do You Require? | |
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| How Much Should You Charge? | |
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| Selecting a Pricing Structure | |
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| Other Pricing Decisions | |
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| Other Charges | |
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| Fee Increases | |
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| Ethics of Pricing | |
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| Money Discussions | |
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| Value of a Guarantee | |
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| Starting... | |
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| What's in a Name? | |
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| Choosing an Accountant | |
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| Business Structure | |
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| Business Plans | |
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| Start-Up Costs | |
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| Your Niche | |
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| Your Image | |
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| Experience | |
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| ...And Staying in Business | |
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| A Marketing Plan | |
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| Do I Need a Website? | |
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| Surprising but Practical Thoughts on Marketing | |
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| 113 Tactics for Low-Budget Marketing | |
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| Contacts with Potential Clients | |
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| Proposals and Contracts | |
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| How to Refuse an Assignment | |
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| Ways to Stay in Business | |
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| The Cost of Doing Business | |
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| Plan for the Worst | |
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| Watch Your Cash Flow | |
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| Track Expenses | |
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| Set Aside Petty Cash | |
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| Charge Your Client | |
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| Project Revenues | |
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| Deal with Bad Debts | |
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| Keep an Eye on Your Numbers | |
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| Protect Your Capital Investments | |
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| Building a Client Relationship | |
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| The First Meeting | |
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| Four Phases of Building a Client-Consultant Partnership | |
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| How to Improve the Relationship Continuously | |
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| It's the People | |
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| How to Maintain the Relationship After the Project Is Finished | |
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| More Value for the Client | |
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| How Many Clients Do I Need? | |
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| Ensure Success | |
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| Growing Pains | |
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| Adding People | |
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| Growing Without Adding People | |
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| Expand Your Geographical Market | |
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| Do Everything You Can to Grow Your Current Business | |
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| Final Thoughts | |
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| The Ethics of the Business | |
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| Consultant to Client | |
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| Consultant to Consultant | |
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| Client to Consultant | |
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| Code of Ethics | |
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| Exude Professionalism | |
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| Measuring Up | |
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| Continuing to Learn | |
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| Balancing Your Life and Your Business | |
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| Managing Your Time | |
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| Giving Back | |
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| A Personal Checkup | |
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| Do You Still Want to Be a Consultant? | |
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| A Week in a Consultant's Life | |
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| Visualizing Success | |
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| Taking Action | |
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| Getting Ready | |
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| Reading List | |
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| Index | |
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| About the Author | |
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| How to Use the CD-ROM | |