The New Business of Consulting by Biech, Elaine -- Read -- Imperial Library of Trantor

Index

Cover Epigraph Title Page Copyright Dedication Exhibits and the Companion Website Foreword Acknowledgments Introduction

The Timing Is Right Logical Content Flow Helpful and Practical Content Beyond the Content

1 So You Want to Be a Consultant

What Is Consulting? Why Consulting Now? Four Ways to Get Started Myths About Consulting Realities and Rewards of Consulting Just What Are You Getting Yourself Into?

2 Talents and Tolerance

Your Skills for Success Roles You May Play Signs of a Mediocre Consultant Your Personal Situation Caution: Business Owner Ahead Entrepreneurial Characteristics

3 Dollars and Sense

How Much Income Do You Require? How Much Should You Charge? Selecting a Pricing Structure Other Pricing Decisions Other Charges Fee Increases Ethics of Pricing Money Discussions Value of a Guarantee

4 Starting . . .

Why Some Start-Ups Succeed and So Many Fail What’s in a Name? Selecting an Accountant Selecting a Legal Entity A Business Plan to Guide You Plan to Use Your Business Plan Start-Up Costs Finding Your Niche Your Image Is Everything Experiencing the Experience Maze

5 … And Staying in Business

Marketing from Day One Creating Your Marketing Plan Using the Internet Surprising but Practical Thoughts on Marketing Tactics for Low-Budget Marketing Contacting Potential Clients Proposals Lead to Contracts Why Would You Refuse an Assignment?

6 The Cost of Doing Business

Keeping Records for Your Consulting Business Watch Your Cash Flow Track Your Expenses Set Aside Petty Cash Charge Your Client Project Revenues Deal with Bad Debts Keep an Eye on Your Numbers

7 Building a Client Relationship

Relationships: It’s Why You’re in Business The First Meeting Four Phases of Building a Client-Consultant Partnership Adding More Value How Many Clients Do You Need? How to Improve the Relationship Continuously It’s the People Maintain the Relationship After the Project Ensure Success

8 Growing Pains

Adding People Growing without Adding People Expand Your Geographical Market Doing Everything You Can to Grow Your Current Business

9 The Ethics of the Business

Consultant to Client Consultant to Consultant Client to Consultant Parting Ethics Shots

10 Exude Professionalism

Competencies to Boost Your Consulting Success Continuing to Learn Balancing Your Life and Your Business Managing Your Time Giving Back

11 Do You Still Want to Be a Consultant?

A Week in a Consultant’s Life Visualizing Success Taking Action Get Ready, Get Set …

Appendix Reading List About the Author Index END USER LICENSE AGREEMENT