Getting Started in Consulting

Author： Alan Weiss  

Publisher： John Wiley & Sons Inc‎

Publication year： 2009

E-ISBN: 9780470454978

P-ISBN(Paperback): 9780470419809

P-ISBN(Hardback):  9780470419809

Subject： C932 Consultation Science

Language： ENG

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Description

The Unbeatable, Updated, Comprehensive Guidebook For First-Time Consultants

Getting Started In Consulting

More people than ever are making the jump from corporate offices to home offices, taking control of their futures, being their own bosses, and starting their own consultancies. Consulting is a bigger business than ever and growing every day.

For almost a decade, Alan Weiss's Getting Started in Consulting has been an indispensable resource for anyone who wants to strike out on his own and start a new consulting business. It provides a rich source of expert advice and practical guidance, and it shows you how you can combine low overhead and a high degree of organization to add up to a six- or even seven-figure income. You'll learn everything you need to know about financing your business, marketing your services, writing winning proposals, meeting legal requirements, setting fees, keeping the books, and much more.

This new Third Edition of Getting Started in Consulting is more comprehensive, up to date, and practical than ever. In addition to the nuts-and-bolts basics, you'll also get a wealth of new information and resources:

  • How to leverage new technologies to lower your business costs and increase your profits

  • A budget sampler that shows you how best to maximize an initial start-up investment of $5,000, $10,000, or $20,000

  • Free downloadable tools and forms to help you design and start your business quickly and easily

  • New interviews with consultants who achieved rapid success, including their personal stories and most effective techniques

  • Brand-new references, examples, and appendices

If your dream in life is to get out of the office and out on your own, consulting is a great way to make it happen. Make sure you do it right—and do it profitably—with Getting Started in Consulting, Third Edition.

Chapter

Contents

pp.：  1 – 7

Introduction to the Third Edition

pp.：  7 – 13

About the Author

pp.：  13 – 15

Acknowledgments

pp.：  15 – 17

Chapter 1: Establishing Goals and Expectations (Including Your Own): You Will Be What You Decide to Be, Nothing Less, Nothing More

pp.：  17 – 19

Chapter 2: Physical Space and Environmental Needs: Act Like You Have a Business and You’ll Have One

pp.：  19 – 41

Chapter 3: Sorting Out the Legal, Financial, and Administrative: First, Let’s Kill All the Lawyers

pp.：  41 – 63

Chapter 4: Marketing 101: Creating a Market Gravity for Your Business

pp.：  63 – 89

Chapter 5: Advanced Marketing: Creating a Brand

pp.：  89 – 111

Interlude: Leveraging Technology: How to get Started at the Speed of Light

pp.：  111 – 135

Chapter 6: Initiating the Sales Process and Acquiring Business: Building Relationships

pp.：  135 – 145

Chapter 7: Closing the Sale: How to Write Proposals and Cash Checks

pp.：  145 – 165

Chapter 8: Establishing Fees: If You Bill By The Hour, You Cheat Your Client and Yourself

pp.：  165 – 191

Chapter 9: Moving to the Next Level: You May Be Ready for Dramatic Growth Before You Know It

pp.：  191 – 213

Chapter 10: Giving Yourself Permission to Succeed: How to Continue to Grow by Paying Back

pp.：  213 – 233

Chapter 11: The Quick Start: How to Hit the Consulting Ground Running at Full Speed

pp.：  233 – 253

Appendix A: Business Plan to Attract Investment

pp.：  253 – 277

Appendix B: Sample To-Do Lists

pp.：  277 – 279

Appendix C: Office Equipment Recommendations

pp.：  279 – 281

Appendix D: Trade Associations, Professional Groups, Publicity Sources

pp.：  281 – 285

Appendix E: Sample Biographical Sketch for a New Consultant

pp.：  285 – 289

Appendix F: Sample Position Paper

pp.：  289 – 293

Appendix G: Sample Magazine Inquiry Letter

pp.：  293 – 297

Appendix H: 101 Questions for Any Sales Situation You’ll Ever Face

pp.：  297 – 299

Glossary

pp.：  299 – 309

Index

pp.：  309 – 313

LastPages

pp.：  313 – 321

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