Getting started in sales consulting:
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | German |
| Published: |
New York u.a.
Wiley
2000
|
| Series: | Getting started in series
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XV, 287 S. |
| ISBN: | 0471348120 |
Staff View
MARC
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Record in the Search Index
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|---|---|
| adam_text | Preface xi
Consulting: What Is It? 1
What Consulting Is and Is Not 1
What Is Sales Consulting? 2
What Does a Consultant Do? 7
The Client Consultant Relationship 8
A Solution to the Problem 9
Founding Your Business 13
Organization and Structure 13
Form of Your Business Organization 15
Naming Your Business Organization 19
Your Business Organization s Home Base 22
Using Other Specialists Services 26
Marketing 29
Operating Capital 30
A Business Plan 32
Common Work at Home Problems 35
Keeping Office Hours in Your Home 37
The Need for a Working Environment 39
Workaholism 42
Learn to Say No (and How to Say It) 44
It Can Be a Lonely Job 45
Productivity 47
Capital and Cash Flow Management 51
Front End Problems 51
Cash Flow Management 52
v
V* CONTENTS
Managing Your Cash Flow 54
Labor intensive versus Capital intensive Requirements 56
Solving Financial Problems 57
Deposits, Retainers, and Progress Payments 58
Other Cash Flow Resources 64
Other Approaches 66
Insurance and Taxes 67
Taxes and the Home Office 67
Insurance 77
CU^v if
Pricing Your Services 83
Two Basic Approaches 83
The Choices 85
How Pricing Is Affected 86
The Need for Specifications 88
Pros of Working for Hourly Rates 89
Pros of a Firm, Fixed Price 90
Alternatives Open to You 91
Billable Hours 91
The Basis for All Pricing 93
A Few Tips on Estimating Costs 97
Discounting for Prompt Payment 99
Setting Your Rates 100
Prices and Market/Client Definition 102
An Ethical Problem in Hourly Rates 104
Other Kinds of Market Definitions 106
C fU* S
Using Lawyers, Accountants, and Other
Special Services 109
The Age of the Specialist 109
Do You Need a Lawyer? 110
Is It All over Your Head? 113
Beware of Ready Made Solutions and Conventional Wisdom 118
Inherent Paradox of Conventional Wisdom 120
Can You Do It Yourself? 121
Your Friend, the Accountant 123
Building a Clientele: Marketing 127
What Is Marketing? 127
Winning Clients 128
An Interesting Phenomenon 129
Your Visibility 129
Your Image 130
What Is Your Business? 131
Promise and Proof 135
How to Build That Visibility and Image 136
Discussion Groups 136
Networking 137
Keep Your Eye on the Ball 140
Every Business Is a Service Business 141
What Are You Really Selling? 142
The Promise Is Not Enough 142
This Special Case 143
Other Elements 144
The USP 146
Creativity: What Is It? 150
Proposals in General Marketing 153
Other Uses of Cyberspace in Marketing 154
Web Sites 155
Newsgroups 156
Finding Your Niches 159
Markets and Niches 159
Another Kind of Niche 161
Which Niche Comes First? 162
Nonprofits Also Have Sales Needs 163
Make Your Specialty Clear 164
Identify Intended Clients 165
Use Worksheets for Analysis 165
You May Have More Than One Class of Clients 167
Be Prepared to Modify First Choices 168
M * *
v*** CONTENTS
Consider the Client s Interests 169
Closing 170
Some Criteria for Identifying a Niche Market 171
Emulate or Innovate? 175
Selling to the Government and Proposal Writing 181
What Is the Government ? 181
The World s Biggest Market 182
What the Government Buys 185
How the Government Buys 187
How the Government Pays 190
Proposals Are a Special Opportunity 191
Advantages Proposals Offer 191
Proposal Writing in General 193
Flowcharting 194
Basic Principles 197
Other Opportunities in Regard to Government
Contracts 198
Contracting as a Way of Doing Business 199
Researching Government Markets 203
Ancillary Services and Other Income Sources 205
Why Ancillary Services and Other Income Sources? 205
Advantages of Such a Complement 207
Newsletters and Associates Program 209
Creative Thinking 211
Consulting Services Information Center 212
Your Own Special Niche Market 212
Special Reports 213
Spin Off Benefits of Your Special Reports 214
Writing Sell Copy 215
Articles in Other Periodicals and Books 218
Public Speaking 219
Seminars 223
Other Public Speaking 226
Contents **
Q fU* 10
Contracts and Negotiations 229
Contracts and Agreements 229
Contracts May Be Declared Invalid 234
Formal Contracts 234
Clauses 235
Defining What Is to Be Done 237
Negotiation 238
C AfU* 11
Client Relationships and Ethical Considerations 241
Identifying Your Client 241
A Twofold Obligation 243
Verbal Request for Additional Work 245
How Friendly Should You Be? 248
A Typical Case 249
Special Ethical Considerations 251
Some Commonsense Notes about Writing 255
Why a Chapter on Writing 255
Most of Us Already Have the Basics 258
Writing What You Know 261
How Much Research? 263
In the Beginning 264
Organization, Leads, and Bridges 265
More Mythology 268
Purple Prose and Other Bad Writing 269
Glossary 271
Index 279
|
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| illustrated | Not Illustrated |
| indexdate | 2024-07-09T18:42:48Z |
| institution | BVB |
| isbn | 0471348120 |
| language | German |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-009044661 |
| oclc_num | 42389601 |
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| physical | XV, 287 S. |
| publishDate | 2000 |
| publishDateSearch | 2000 |
| publishDateSort | 2000 |
| publisher | Wiley |
| record_format | marc |
| series2 | Getting started in series |
| spelling | Holtz, Herman Verfasser aut Getting started in sales consulting Herman Holtz Sales consulting New York u.a. Wiley 2000 XV, 287 S. txt rdacontent n rdamedia nc rdacarrier Getting started in series Consultants Business consultants Selling Unternehmensberatung (DE-588)4078592-0 gnd rswk-swf Unternehmensberatung (DE-588)4078592-0 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009044661&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Holtz, Herman Getting started in sales consulting Consultants Business consultants Selling Unternehmensberatung (DE-588)4078592-0 gnd |
| subject_GND | (DE-588)4078592-0 |
| title | Getting started in sales consulting |
| title_alt | Sales consulting |
| title_auth | Getting started in sales consulting |
| title_exact_search | Getting started in sales consulting |
| title_full | Getting started in sales consulting Herman Holtz |
| title_fullStr | Getting started in sales consulting Herman Holtz |
| title_full_unstemmed | Getting started in sales consulting Herman Holtz |
| title_short | Getting started in sales consulting |
| title_sort | getting started in sales consulting |
| topic | Consultants Business consultants Selling Unternehmensberatung (DE-588)4078592-0 gnd |
| topic_facet | Consultants Business consultants Selling Unternehmensberatung |
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