Description
Book SynopsisItâs every working stiffâs fantasy: I want to be my own boss. And even though establishing yourself as a consultant can be risky, with some first-rate advice behind your decision making, youâll be able to hit the ground running.
An Insiderâs Guide to Building a Successful Consulting Practice is an invaluable resource whether you are a beginner just starting your practice or a veteran looking for ways to invigorate your business.
Table of Contents
Contents
INTRODUCTION I-1
PART 1 CHARGING YOUR BATTERY 1
CHAPTER 1 DECIDING WHICH IS BEST FOR YOU: EMPLOYEE, CONTRACTOR,
OR CONSULTANT 2
CHAPTER 2 UNDERSTANDING THE ECONOMIC REALITIES OF
INDEPENDENT CONSULTING 15
CHAPTER 3 FOCUSING YOUR WORK ON A SPECIFIC PROBLEM OR
NICHE 27
CHAPTER 4 CHOOSING A BUSINESS MODEL 34
CHAPTER 5 ESTABLISHING YOUR CREDIBILITY 59
PART 2 MARKETING YOUR CONSULTING SERVICES 67
CHAPTER 6 DEVELOPING AND IMPLEMENTING A MARKETING PLAN 68
CHAPTER 7 MARKETING DIRECTLY TO PROSPECTS 79
CHAPTER 9 MARKETING YOUR CONSULTING THROUGH SPEAKING 117
CHAPTER 10 MAINTAINING YOUR VISIBILITY 126
CHAPTER 11 MARKETING YOUR SERVICES THROUGH NETWORKING 143
CHAPTER 12 SELLING YOUR CONSULTING SERVICES 152
CHAPTER 13 WRITING PROPOSALS THAT LEAD TO BUSINESS 163
PART 3 KEEPING THE GAS TANK FILLED 171
CHAPTER 14 DELIVERING TANGIBLE RESULTS 172
CHAPTER 15 MAKE CERTAIN YOUR RECOMMENDATIONS ARE
IMPLEMENTED 178
CHAPTER 16 MAXIMIZING THE VALUE OF NETWORKING MEETINGS 184
CHAPTER 17 MARKETING EVEN WHEN YOU’RE BUSY 189
PART 4 AVOIDING ROAD HAZARDS 195
CHAPTER 18 LOSING YOUR MOTIVATION 196
CHAPTER 19 BECOMING LONELY 200
CHAPTER 20 DILUTING YOUR BUSINESS MODEL 205
CHAPTER 21 CHARGING TOO LITTLE 210
CHAPTER 22 CHASING PROSPECTS 215
PART 5 GETTING MORE MILEAGE OUT OF YOUR
BUSINESS 221
CHAPTER 23 TAKING STOCK OF WHAT’S WORKING AND WHAT’S
NOT 222
CHAPTER 24 ESTABLISHING A BOARD OF ADVISERS 227
CHAPTER 25 CONDUCTING RESEARCH 232
CHAPTER 26 MAINTAINING READINESS TO ADAPT TO CHANGE 237
CONCLUSION 241
RECOMMENDED READING 244
INDEX 247
ABOUT THE AUTHORS 253
