Consulting Basics

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American Society for Training and Development, Jun 1, 2010 - Business & Economics - 176 pages
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Ah, the life of a consultant. Sleeping late, working in your pajamas until noon, never having to do anything you don't like. It's exactly what everyone dreams about, right?

Wrong! If you've ever wondered what it's really like to be a learning and development consultant and what it takes to become a successful one, then you need this book. If you decide to go for it-or if you've already taken the plunge—Consulting Basics can help you every step of the way. You'll learn about:

The four things you must have before becoming a consultant:

ˇ         Realities of daily work life on your own

ˇ         How to sell yourself, find clients, and develop proposals

ˇ         The client's point of view and how it impacts you

ˇ         Setting up your practice effectively and professionally.

Along the way, you'll find charts, checklists, anecdotes, examples, and questionnaires to help you gain perspective, navigate your choices, and move forward. An appendix provides sample written agreements so that you'll have essential documents as soon as the need arises.

Consulting Basics is comprehensive, yet it's a quick and pleasant read.

 

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Independent consulting is not for everyone. Do you have the discipline, drive and determination to leave your day job, set up your own office, sell yourself every day, produce first-rate work and keep track of a thousand mundane details that have nothing to do with being creative? If you think you might, you need grounding in the basics of the job, how to set yourself up for success and how to thrive. Like any good consultant, author Joel Gendelman presents what you need to know in clear, concise prose. He covers every detail and offers solutions to problems you probably didn’t think even existed. Worksheets and questionnaires help you analyze your strengths and weaknesses and understand all aspects of the consulting business. getAbstract recommends this fast – but by no means superficial – read, which aspiring and working consultants will return to again and again.
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Contents

Is Consulting the Life for You?
1
There is Never a Good Time to Go Out on Your Own
13
Consultants Are Treated Differently
21
Landing That First Client The First 90 Days
29
Setting Up Your Practice
35
Bigger Isnt Always Better
53
Selling Doesnt Have to Be a Dirty Word
65
Develop an Effective Sales and Marketing Plan
85
Nobody Likes a Hog Give a Little Back
139
Author Note
143
Additional Resources
145
Sample Project List
149
Sample Agreements
151
References
158
About the Author
159
Index
160

Develop Proposals That Sell
111
Put it in Writing Develop Fair Agreements
121

Common terms and phrases

About the author (2010)

Joel Gendelman knows firsthand what it takes to become a consultant, and takes pride in saying that he has made every mistake mentioned in this book. His lighthearted, conversational style makes the learning process enjoyable as he shares his 25 years of consulting experience and knowledge.

As president and founder of Future Technologies, Gendelman has developed activity-rich corporate presentations and communications for Lockheed Martin, Microsoft, Nissan, Lucent Technologies, and Genentech. He has also conducted workshops and provided on-site and virtual consulting for Kaiser Permanente, Wells Fargo Bank, Exxon, Hewlett-Packard, and Microsoft.

Gendelman holds a master's degree and doctorate in educational technology, and has written four books and numerous articles. He has won several awards and is a frequent speaker at international conferences and corporate events. Currently he resides near Denver.

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