Getting Started in Consulting

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John Wiley & Sons, May 3, 2004 - Business & Economics - 320 pages
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A new revision of the successful guidebook for novice consultants
Getting Started in Consulting, Second Edition provides practical solutions and proven strategies for launching a consulting business. Readers will learn how low overhead and a high degree of organization can translate into a six-figure income working from a home office. The book also offers key information on how to finance a consulting practice, how to write proposals, how to set up billing and bookkeeping, and more. A new chapter also explains how to get started quickly for those who can't wait to generate cash flow or those who have a cash reserve they are immediately willing to commit.
Alan Weiss (East Greenwich, RI) has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, and the Times Mirror Group. He lectures widely and is the author of 12 books.
 

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Contents

Chapter 1 Establishing Goals and Expectations You Will Be What You Decide to Be Nothing Less Nothing More
1
Chapter 2 Physical Space and Environmental Needs Act Like You Have a Business and Youll Have One
23
Chapter 3 Sorting Out the Legal Financial and Administrative First Lets Kill All the Lawyers
47
Chapter 4 Fundamental Marketing Creating a Gravity for Your Business
71
Chapter 5 Advanced Marketing Creating a Brand
95
Chapter 6 Initiating the Sales Process and Acquiring Business Building Relationships
117
Chapter 7 Closing the Sale How to Write Proposals and Cash Checks
137
Chapter 8 Establishing Fees How to Make Them Beg to Pay You More
165
Chapter 9 Moving to the Next Level How to Grow Your Business Dramatically
187
Chapter 10 What Do You Do with Success? How to Continue to Grow by Paying Back
209
Chapter 11 The Quick Start How to Hit the Consulting Ground Running at Full Speed
231
Appendixes
257
Glossary
291
Index
295
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About the author (2004)

ALAN WEISS, PHD, has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, Chase, the American Press Institute, and the Times-Mirror Group. He lectures widely and is frequently featured on radio and television discussing productivity and performance. He is the author of more than twenty books, including Organizational Consulting, Great Consulting Challenges, and Million Dollar Consulting.

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