Getting started in consulting:
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York [u.a.]
Wiley
2000
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XIII, 272 S. |
| ISBN: | 0471384550 |
Staff View
MARC
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Record in the Search Index
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|---|---|
| adam_text | ^Oidfyd/l Acknowledgments xi
About the Author xiii
Establishing Goals and Expectations
You Will Be What You Decide to Be, Nothing Less,
Nothing More 1
Starting at Ground Zero: Financial Needs 2
Personal Attributes: The Investment from Within 6
Time Use: There s No Such thing as Not Having Enough
Time 11
Focus: We re All Working Part Time 1 7
Why Collaboration Can Kill You 19
Summary 21
Notes 22
Physical Space and Environmental Needs
Act Like You Have a Business and You ll Have One 24
Alternative Work Spaces 25
The Basics around You 31
Beyond the Basics 37
Communicating at the Speed of Light 40
Getting Some Help from Some Friends 43
Notes 46
Sorting Out the Legal, Financial, and Administrative
First, Let s Kill All the Lawyers 4 7
V*** CONTENTS
Legal Requirements and Organizational Options 50
Accounting, Financial, and Tax Matters—Exploiting
Opportunities 52
Finding a Banker and Obtaining Credit 55
Other Professional Help 58
Notes 69
Fundamental Marketing
Creating a Gravity for Your Business 71
Creating a Press Kit 73
Stationery and Related Image Products 78
Networking 82
Pro Bono Work 87
Listings, Ads, and Passive Sources 90
Summary 92
Notes 92
Advanced Marketing
Creating a Brand 94
Establishing a Web Site 94
Publishing 98
Obtaining Media Interviews 103
Speaking 108
Newsletters 114
Notes 116
Initiating the Sales Process and Acquiring
Business
Building Relationships 117
Finding the Right Buyer 11 9
What to Do about Gatekeepers 121
Gaining Conceptual Agreement 126
Creating a Succession of Yeses 1 33
Notes 137
Contents
Closing the Sale
How to Write Proposals and Cash Checks 138
The Nature of Excellent Proposals 140
The Nine Steps of Great Proposals 142
When to Follow Up 155
Six Rules for a Command Appearance 1 56
Ten Steps to Follow If the Buyer Is Unresponsive 1 59
Horrors, What If the Buyer Says No! : Six Steps to
Redemption ^
Notes
Establishing Fees
How to Make Them Beg to Pay You More
The Fallacy and Lunacy of Time Based Fees and Per
Diems
Preparing and Educating the Client •
Forty Ways to Increase Your Fees J 75
Summary 1 gg
Notes
Moving to the Next Level
How to Crow Your Business Dramatically
Finding Resources: The Pros and Cons of Staffs 193
Business Planning igg
Creating Passive Income ^
Working Internationally
Investing in Longer Term Potential ^ ^ ^
Notes
QUfU 10
What Do You Do with Success?
How to Continue to Crow by Paying Back
Maximize Retirement Investing ^^ g
Mentoring
* CONTENTS
Professional Growth 218
Retainers 220
Selective Project Acquisition 221
Travel 224
Celebrity Status 226
Life Balance 228
The Firm s Future 230
Giving Back 232
Notes 233
A: Business Plan to Attract Investment 235
B: Sample To Do Lists 237
C: Office Equipment Recommendations 239
D: Trade Associations, Professional Groups, Publicity
Sources 243
E: Sample Biographical Sketch for a New Consultant 246
F: Sample,Position Paper
Accepting Equity for Your Services: Or Why the Craps
Tables Suddenly Look Good 248
G: Sources for Listings and Advertising 254
H: Sample Magazine Inquiry Letter 256
Glossary 258
Index 263
|
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| spelling | Weiss, Alan Verfasser aut Getting started in consulting Alan Weiss New York [u.a.] Wiley 2000 XIII, 272 S. txt rdacontent n rdamedia nc rdacarrier Business consultants Handbooks, manuals, etc Consultants Marketing Handbooks, manuals, etc Unternehmensberatung (DE-588)4078592-0 gnd rswk-swf Unternehmensgründung (DE-588)4078599-3 gnd rswk-swf Unternehmensberatung (DE-588)4078592-0 s Unternehmensgründung (DE-588)4078599-3 s 1\p DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009762669&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Weiss, Alan Getting started in consulting Business consultants Handbooks, manuals, etc Consultants Marketing Handbooks, manuals, etc Unternehmensberatung (DE-588)4078592-0 gnd Unternehmensgründung (DE-588)4078599-3 gnd |
| subject_GND | (DE-588)4078592-0 (DE-588)4078599-3 |
| title | Getting started in consulting |
| title_auth | Getting started in consulting |
| title_exact_search | Getting started in consulting |
| title_full | Getting started in consulting Alan Weiss |
| title_fullStr | Getting started in consulting Alan Weiss |
| title_full_unstemmed | Getting started in consulting Alan Weiss |
| title_short | Getting started in consulting |
| title_sort | getting started in consulting |
| topic | Business consultants Handbooks, manuals, etc Consultants Marketing Handbooks, manuals, etc Unternehmensberatung (DE-588)4078592-0 gnd Unternehmensgründung (DE-588)4078599-3 gnd |
| topic_facet | Business consultants Handbooks, manuals, etc Consultants Marketing Handbooks, manuals, etc Unternehmensberatung Unternehmensgründung |
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