How to Build a Successful Consulting Practice

Name: How to Build a Successful Consulting Practice
Brand: McGraw-Hill Education
Price: 34.39 EUR
Availability: OnlineOnly

Jack Phillips(Autor*in)

McGraw-Hill Education (Verlag)

1. Auflage

Erschienen am 16. August 2006

273 Seiten

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978-0-07-149138-9 (ISBN)

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Beschreibung

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Person

Inhalt

Intro
Contents
Preface
Acknowledgments
Chapter 1 Is This the Right Path?
Self-Assessment
Concerns About Consulting
The Joy of Consulting
Myths About Consulting
The Consulting Field
How Consultants Add Value
Paradigm Shift in Consulting
Finding Your Niche
Realistic Preview
Managing the Transition
Final Thoughts
Notes
Chapter 2 Success Factors for Consulting
Prepare for the Leap
Adjust to a Different Work Life
Develop a Strategy and Business Plan
Attract and Retain New Clients
Create the Right Structure
Address the Financial Issues
Manage the Business Effectively
Develop a Unique Approach
Develop Products and Support Tools
Create Effective Proposals and Reports
Use a Results-Based Process
Operate in an Ethical Way
Measure Success and Communicate Routinely
Check Your Skills
Create an Exit Strategy
Have Patience
Final Thoughts
Notes
Chapter 3 Developing the Business Plan
Importance of the Business Plan
Purpose and Approach
Market Demand
Defining Your Niche
Client Development
Operations
Management
Financial Plan
Goals and Milestones
Risks and Opportunities
Exit Strategy
Evaluating the Business Plan
Living the Plan
Final Thoughts
Notes
Chapter 4 Financial Issues
Financial Fundamentals
Income Statement
Balance Sheet
Cash Flow Statement
Accounts Receivables
Invoicing and Collections
Setting Fees and Pricing Strategies
Use of Independent Contractors
Financing the Business
Responsibilities for Finance and Accounting
Final Thoughts
Notes
Chapter 5 Launching or Relaunching Your Business
Creating an Effective Web Site
Networking
Building Your Board
Creating the Proper Image
Legal Organizational Structure
Timing of the Launch
Financial Preparation
The Actual Launch
Find a Big Client
Be Remarkable
Final Thoughts
Notes
Chapter 6 Building Blocks for Client Development
Client Development Opportunities
Creating a Client Development Process
Using the Internet
Using Direct Mail
Using Paid Advertising
Trade and Professional Publications
Building Related Tools and Products
Using Workshops to Develop Clients
Business Development Through Writing
Business Development Through Speaking
Using Clients in Client Development
Using Neutral Experts
Creating Alliances and Partnerships
Associations and Exhibits
Use Your Brand
The Personal Approach
Marketing Mistakes
Final Thoughts
Notes
Chapter 7 Writing Proposals that Work
The Role of Proposals
Responding to a Request for a Proposal
Gathering Intelligence
Proposal Philosophy
Understanding the Stakeholders
Understanding the Situation
Simple Proposals
A Comprehensive Proposal Process
Presentation Strategies
Grant Proposals
Problems and Issues with Proposals
When You Lose
Final Thoughts
Notes
Chapter 8 The Consulting Engagement: Analysis and Objectives Planning
Pinning Down the Details: Project Requirements
Objectives for Consulting Solutions
Return on Investment
Planning for Project Evaluation
Shortcut to Plan for the Evaluation
Final Thoughts
Chapter 9 Measuring the Success of Consulting
Why Measure Consulting Success?
The Dilemma of ROI Accountability
Why This Concern for Accountability?
Finally, a Credible Approach
The Framework: Evaluation Levels
The Process: Consulting ROI
Operating Standards: Guiding Principles
Case Applications: The Progress
Implementation of the Process
Barriers to Consulting ROI
Benefits of Consulting ROI
Shortcuts to Develop Consulting ROI
Final Thoughts
Notes
Chapter 10 Delivering the Service
Developing Your Methodology
Managing the Project
Communicating Results
Managing Tough Issues
Consulting Ethics
Final Thoughts
Notes
Appendix A: Do Your Consulting Projects Focus on Results?: A Self-Assessment
A Survey for Clients
Appendix B: Proposal Example: Proposal for the National Society for Performance and Development to Conduct ROI Studies on the Annual Conference and Exposition
Backgound Information
The Situation
The Scope
Project Objectives
Objectives of Participant ROI Study
Exhibit Impact Objectives
Metholology
The Approach
Biographies
Index
A
B
C
D
E
F
G
H
I
J
K
L
M
N
O
P
Q
R
S
T
U
V
W

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