Getting Started in Consulting

Name: Getting Started in Consulting
Brand: Wiley
Price: 13.99 EUR
Availability: OnlineOnly

Alan Weiss(Autor*in)

Wiley (Verlag)

2. Auflage

Erschienen am 19. April 2004

320 Seiten

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978-0-471-67856-4 (ISBN)

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Inhalt

Intro
Getting Started in Consulting
Contents
Introduction to the Second Edition
Acknowledgments
About the Author
Chapter 1 Establishing Goals and Expectations You Will Be What You Decide to Be, Nothing Less, Nothing More
Starting at Square Zero: Financial Needs
Personal Attributes: The Investment from Within
Time Use: There's No Such Thing as Not Having Enough Time
Focus: We're All Working Part-Time
Why Collaboration Can Kill You
Summary
Notes
Chapter 2 Physical Space and Environmental Needs Act Like You Have a Business and You'll Have One
Alternative Work Spaces
The Basics around You
Beyond the Basics
Communicating at the Speed of Light
Getting Some Help from Some Friends
Notes
Chapter 3 Sorting Out the Legal, Financial, and Administrative First, Let's Kill All the Lawyers
Legal Requirements and Organizational Options
Accounting, Financial, and Tax Matters-Exploiting Opportunities
Finding a Banker and Obtaining Credit
Other Professional Help
Notes
Chapter 4 Fundamental Marketing Creating a Gravity for Your Business
Creating a Press Kit
Stationery and Related Image Products
Networking
Pro Bono Work
Listings, Ads, and Passive Sources
Summary
Notes
Chapter 5 Advanced Marketing Creating a Brand
Establishing a Web Site
Publishing
Obtaining Media Interviews
Speaking
Newsletters
Notes
Chapter 6 Initiating the Sales Process and Acquiring Business Building Relationships
Finding the Right Buyer
What to Do about Gatekeepers
Gaining Conceptual Agreement
Creating a Succession of "Yeses"
Notes
Chapter 7 Closing the Sale How to Write Proposals and Cash Checks
The Nature of Excellent Proposals
The Nine Steps of Great Proposals
When to Follow Up
Six Rules for a Command Appearance
Ten Steps to Follow If the Buyer Is Unresponsive
Horrors, What If the Buyer Says "No!": Six Steps to Redemption
Notes
Chapter 8 Establishing Fees How to Make Them Beg to Pay You More
The Fallacy and Lunacy of Time-Based Fees and Per Diems
Preparing and Educating the Client
Forty Ways to Increase Your Fees
Summary
Notes
Chapter 9 Moving to the Next Level How to Grow Your Business Dramatically
Finding Resources: The Pros and Cons of Staffs
Business Planning
Creating Passive Income
Working Internationally
Investing in Longer-Term Potential
Notes
Chapter 10 What Do You Do with Success? How to Continue to Grow by Paying Back
Maximize Retirement Investing
Mentoring
Professional Growth
Retainers
Selective Project Acquisition
Travel
Celebrity Status
Life Balance
The Firm's Future
Giving Back
Notes
Chapter 11 The Quick Start How to Hit the Consulting Ground Running at Full Speed
First Dimension: Creating Infrastructure
Second Dimension: Reaching Out for Business
Marketing Technique 1: Call Everyone You Know
Marketing Technique 2: Target Twelve
Marketing Technique 3: Focused Prospecting
Quick Start, Full-Speed Mileposts and Dangers
Summary
Notes
Appendixes
A: Business Plan to Attract Investment
B: Sample "To Do" Lists
C: Office Equipment Recommendations
D: Trade Associations, Professional Groups, Publicity Sources
E: Sample Biographical Sketch for a New Consultant
F: Sample Position Paper Accepting Equity for Your Services: Or Why the Craps Tables Suddenly Look Good
What You Need to Know
What You Need to Do
Note
G: Sources for Listings and Advertising
H: Sample Magazine Inquiry Letter
I: 101 Questions for Any Sales Situation You'll Ever Face
An Overview
Qualifying the Prospect
Finding the Economic Buyer
Rebutting Objections
Establishing Objectives
Establishing Metrics
Assessing Value
Determining the Budget Range
Preventing Unforeseen Obstacles
Increasing the Size of the Sale
Going for the Close
The Most Vital Question
Glossary
Index

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