Smarter consulting: how to start up and succeed as an independent consultant
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Harlow, England ; Munich [u.a.]
FT Prentice Hall
2008
|
| Edition: | 1. publ. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Item Description: | Includes bibliographical references and index |
| Physical Description: | XVI, 227 S. |
| ISBN: | 9780273713555 |
Staff View
MARC
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| 264 | 1 | |a Harlow, England ; Munich [u.a.] |b FT Prentice Hall |c 2008 | |
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| 500 | |a Includes bibliographical references and index | ||
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| 650 | 4 | |a Consultants |x Marketing | |
| 650 | 4 | |a New business enterprises |x Management | |
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Record in the Search Index
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|---|---|
| adam_text | Contents
Acknowledgements xiii
Foreword xv
Introduction 1
Checklist 1: Have you got what it takes? 2
Why do you want to do it? 3
Be a lion tamer, it s safer 5
Star-crossed 6
Independence: the new, new thing 6
A trickle becomes a stream 7
Have you got a plan? 8
Seven, five or three days a week? 9
Consultant, know thyself! 10
Are you an entrepreneur? 15
Could this be you? 16
The multi-tasking megastar 16
How s your network? 18
What about money? 23
Home Alone: creating your workspace 24
The perils of partnership 27
Independents are really loners 28
Changing people, changing times 28
Adding expertise 29
Bring in the professionals 29
Shoulders to cry on 31
Can you smell trouble? 32
How not to fall at the first hurdle 33
Checklist 2: The go-it-alone checklist 34
Checklist 3: Check yourself out 36
Key learning points 39
Getting out and getting going £1
The escaping executive 42
Consultants bail out too 46
Back-to-work spouse meets downshifter 47
The graduate 49
The early retiree 50
Key learning points 51
Planning the successful start-up 53
What not to waste time over 54
Adminfrustration 54
Invoicing 56
...and the X-Files 57
The production plan 58
Set a routine 60
Setting the pattern for YOUR work ethic 61
Missing your mates and cabin fever 62
The partner and the kids 64
The social v. business thing 65
Taking time off 66
Playing the percentage game 67
Keeping time sheets 69
Never put all your beans in one tin 70
Staying fit 72
Health checks 73
Health and work insurance 73
Saving for the future 74
Getting an office supplier 74
Finding professional advice 74
Financial advice 75
Legal advice 75
Banking services 75
IT support 75
Webmaster 76
Other suppliers 76
Insurance 77
Key learning points 77
The life of a salesman 79
Selling failure no. 1: you think selling is sleazy 80
Selling failure no. 2: you forget to sell 81
Selling failure no. 3: you can t ask for the order 81
Selling failure no. 4: chemistry 82
Oh no! Not another logo! 83
Registering your company name and domain name 85
Whose rules? 86
Confidence is a keyword 87
Learn to ask for the business 88
Help your client to help himself 88
Intellectual property (IP) 89
Key learning points 90
Marketing yourself 91
Sales materials - how much, how soon? 93
Business cards 93
Letterheads 94
Envelopes 95
Compliment slips 95
The website 96
The electronic calling card par excellence 97
Learn to link 98
The art of cold calling - don t 98
Get yourself published 100
Excuses to stay in touch 100
Hot-topic seminars 101
Platform marketing: conferences and seminars 101
Samples and show reels 102
Creating your own network 103
If you can t do it - teach it! 104
Charitable work 104
Gifts to go 104
Dressing for success 106
Key learning points 106
New business: getting it, charging for it, getting paid
for it 109
Creating your new business policy 110
Rules for generating business 110
Writing proposals that work 112
When to chase for the business 113
Make the PA your pal 114
Setting fees and other money worries 114
The variable fee game 117
Marking up work 117
Retainer business 118
Expenses 119
Recovering development costs 119
Contracts and letters of engagement 121
When the brief changes 121
The gentle art of quoting 122
Evolving the client relationship 123
Getting paid 123
Working with different client groups 126
The big corporations 126
The big consultants 127
SMEs 127
Public sector 127
NGOs 128
Transnational institutions 128
Developing long-term client relationships 128
Conflict of interest 129
Paying suppliers 130
Agents and alliances 131
Key learning points 131
8 Developing the business 133
The solo operator 135
Alliances, joint ventures and partnerships 136
Hiring staff 137
Contracting out 138
Shrinking the business 139
Checking out the marketplace 140
Keeping up to speed 141
Marketing others H2
Keeping your culture U2
Have you lost focus? 143
Changing price structures 144
Become a guru? 145
Working with the competition 146
Nightmare strategies 146
Bail-out strategies 148
A final thought 149
Key learning points 150
9 Creating YOUR workplace 151
Checklist 4: Deciding on your workspace requirements 153
Can I work from home? 154
Can I have a dedicated work area in my home? 154
Will I have clients visiting my home? 155
Can I create an external access to my home office? 155
Planning your stand-alone office unit 156
Planning permission 159
Do I have room to expand? 160
Are there alternative facilities in town - maybe share the costs with
others? 161
Fixing up the facilities 161
Play safe 161
Does it have a view? 162
... with one enormous chair 163
Where do all those office supplies come from? 163
Back to THOSE rules 165
The challenge of staying connected 165
Staying ahead 167
Get professional help 168
Key learning points 168
10 The travelling independent consultant 171
Getting prepared 172
Travelling light 173
Luggage planning 173
Travelling with clients 174
Travel rules for independents 175
Getting the best deals 176
To book or not to book? 178
Welcome to the throw-away society 178
Charging travel time 179
Expenses on the road 179
Staying in touch on the road 181
The workplace is where you lay your lap-top 181
Airline lounge 182
Hotel lobby 182
Public places 183
Restaurants 183
Other people s offices 184
Restrooms 184
An ongoing challenge 185
Key learning points 185
11 Counting the cost (and the profit) 187
What do you need to make it? 188
What kind of business suits you best? 189
Sole trader 189
Limited company 190
Are there other things you need to know? 190
What about networks and partnerships? 191
Networks 191
Partnerships 192
Getting in the professionals 192
Accountants 193
Legal support and solicitors 194
Bookkeepers 194
Bank managers 194
So what are the ins and outs of business banking? 195
Contracts with clients 196
Working contracts with suppliers 196
The taxman cometh 196
VAT 197
National insurance 198
Income tax and corporation tax 198
What can I claim for? 199
Your legal obligations to the taxman 199
Getting a bank manager you can work with 199
You need a loan like a hole in the head 200
Supplies, supplies, supplies 200
Pension plans 201
State retirement pension entitlement 201
Hiring staff and subcontract help 201
Accounting packages 202
Domain names and intellectual property rights 202
Working from home: claiming expenses 202
Travel - the unromantic stuff you need to know 203
Family and the independent consultant 203
Cars and other vehicles 204
Dealing with deadlines 204
12 What s next for the independent consultant? 207
More competitors and more opportunity 208
Technology takes over 210
Consulting in the virtual world 211
Staying up to date 211
Shorter relationships 212
Selling to the organisation 213
The arrival of the portfolio consultant 2U
Finally, the independent s secret 215
Key learning points 216
Appendix: Sample Consultancy Agreement 217
Index 223
|
| adam_txt |
Contents
Acknowledgements xiii
Foreword xv
Introduction 1
Checklist 1: Have you got what it takes? 2
Why do you want to do it? 3
Be a lion tamer, it's safer 5
Star-crossed 6
Independence: the new, new thing 6
A trickle becomes a stream 7
Have you got a plan? 8
Seven, five or three days a week? 9
Consultant, know thyself! 10
Are you an entrepreneur? 15
Could this be you? 16
The multi-tasking megastar 16
How's your network? 18
What about money? 23
Home Alone: creating your workspace 24
The perils of partnership 27
Independents are really loners 28
Changing people, changing times 28
Adding expertise 29
Bring in the professionals 29
Shoulders to cry on 31
Can you smell trouble? 32
How not to fall at the first hurdle 33
Checklist 2: The go-it-alone checklist 34
Checklist 3: Check yourself out 36
Key learning points 39
Getting out and getting going £1
The escaping executive 42
Consultants bail out too 46
Back-to-work spouse meets downshifter 47
The graduate 49
The early retiree 50
Key learning points 51
Planning the successful start-up 53
What not to waste time over 54
Adminfrustration 54
Invoicing 56
.and the X-Files 57
The production plan 58
Set a routine 60
Setting the pattern for YOUR work ethic 61
Missing your mates and cabin fever 62
The partner and the kids 64
The social v. business thing 65
Taking time off 66
Playing the percentage game 67
Keeping time sheets 69
Never put all your beans in one tin 70
Staying fit 72
Health checks 73
Health and work insurance 73
Saving for the future 74
Getting an office supplier 74
Finding professional advice 74
Financial advice 75
Legal advice 75
Banking services 75
IT support 75
Webmaster 76
Other suppliers 76
Insurance 77
Key learning points 77
The life of a salesman 79
Selling failure no. 1: you think selling is sleazy 80
Selling failure no. 2: you forget to sell 81
Selling failure no. 3: you can't ask for the order 81
Selling failure no. 4: chemistry 82
Oh no! Not another logo! 83
Registering your company name and domain name 85
Whose rules? 86
Confidence is a keyword 87
Learn to ask for the business 88
Help your client to help himself 88
Intellectual property (IP) 89
Key learning points 90
Marketing yourself 91
Sales materials - how much, how soon? 93
Business cards 93
Letterheads 94
Envelopes 95
Compliment slips 95
The website 96
The electronic calling card par excellence 97
Learn to link 98
The art of cold calling - don't 98
Get yourself published 100
Excuses to stay in touch 100
Hot-topic seminars 101
Platform marketing: conferences and seminars 101
Samples and show reels 102
Creating your own network 103
If you can't do it - teach it! 104
Charitable work 104
Gifts to go 104
Dressing for success 106
Key learning points 106
New business: getting it, charging for it, getting paid
for it 109
Creating your new business policy 110
Rules for generating business 110
Writing proposals that work 112
When to chase for the business 113
Make the PA your pal 114
Setting fees and other money worries 114
The variable fee game 117
Marking up work 117
Retainer business 118
Expenses 119
Recovering development costs 119
Contracts and letters of engagement 121
When the brief changes 121
The gentle art of quoting 122
Evolving the client relationship 123
Getting paid 123
Working with different client groups 126
The big corporations 126
The big consultants 127
SMEs 127
Public sector 127
NGOs 128
Transnational institutions 128
Developing long-term client relationships 128
Conflict of interest 129
Paying suppliers 130
Agents and alliances 131
Key learning points 131
8 Developing the business 133
The solo operator 135
Alliances, joint ventures and partnerships 136
Hiring staff 137
Contracting out 138
Shrinking the business 139
Checking out the marketplace 140
Keeping up to speed 141
Marketing others H2
Keeping your culture U2
Have you lost focus? 143
Changing price structures 144
Become a guru? 145
Working with the competition 146
Nightmare strategies 146
Bail-out strategies 148
A final thought 149
Key learning points 150
9 Creating YOUR workplace 151
Checklist 4: Deciding on your workspace requirements 153
Can I work from home? 154
Can I have a dedicated work area in my home? 154
Will I have clients visiting my home? 155
Can I create an external access to my home office? 155
Planning your stand-alone office unit 156
Planning permission 159
Do I have room to expand? 160
Are there alternative facilities in town - maybe share the costs with
others? 161
Fixing up the facilities 161
Play safe 161
Does it have a view? 162
'. with one enormous chair' 163
Where do all those office supplies come from? 163
Back to THOSE rules 165
The challenge of staying connected 165
Staying ahead 167
Get professional help 168
Key learning points 168
10 The travelling independent consultant 171
Getting prepared 172
Travelling light 173
Luggage planning 173
Travelling with clients 174
Travel rules for independents 175
Getting the best deals 176
To book or not to book? 178
Welcome to the throw-away society 178
Charging travel time 179
Expenses on the road 179
Staying in touch on the road 181
The workplace is where you lay your lap-top 181
Airline lounge 182
Hotel lobby 182
Public places 183
Restaurants 183
Other people's offices 184
Restrooms 184
An ongoing challenge 185
Key learning points 185
11 Counting the cost (and the profit) 187
What do you need to make it? 188
What kind of business suits you best? 189
Sole trader 189
Limited company 190
Are there other things you need to know? 190
What about networks and partnerships? 191
Networks 191
Partnerships 192
Getting in the professionals 192
Accountants 193
Legal support and solicitors 194
Bookkeepers 194
Bank managers 194
So what are the ins and outs of business banking? 195
Contracts with clients 196
Working contracts with suppliers 196
The taxman cometh 196
VAT 197
National insurance 198
Income tax and corporation tax 198
What can I claim for? 199
Your legal obligations to the taxman 199
Getting a bank manager you can work with 199
You need a loan like a hole in the head 200
Supplies, supplies, supplies 200
Pension plans 201
State retirement pension entitlement 201
Hiring staff and subcontract help 201
Accounting packages 202
Domain names and intellectual property rights 202
Working from home: claiming expenses 202
Travel - the unromantic stuff you need to know 203
Family and the independent consultant 203
Cars and other vehicles 204
Dealing with deadlines 204
12 What's next for the independent consultant? 207
More competitors and more opportunity 208
Technology takes over 210
Consulting in the virtual world 211
Staying up to date 211
Shorter relationships 212
Selling to the organisation 213
The arrival of the portfolio consultant 2U
Finally, the independent's secret 215
Key learning points 216
Appendix: Sample Consultancy Agreement 217
Index 223 |
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| spelling | Johnson, Mike Verfasser aut Smarter consulting how to start up and succeed as an independent consultant Mike Johnson 1. publ. Harlow, England ; Munich [u.a.] FT Prentice Hall 2008 XVI, 227 S. txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index Consultants Consultants Marketing New business enterprises Management Unternehmensberater (DE-588)4187039-6 gnd rswk-swf Unternehmensberater (DE-588)4187039-6 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016489008&sequence=000004&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Johnson, Mike Smarter consulting how to start up and succeed as an independent consultant Consultants Consultants Marketing New business enterprises Management Unternehmensberater (DE-588)4187039-6 gnd |
| subject_GND | (DE-588)4187039-6 |
| title | Smarter consulting how to start up and succeed as an independent consultant |
| title_auth | Smarter consulting how to start up and succeed as an independent consultant |
| title_exact_search | Smarter consulting how to start up and succeed as an independent consultant |
| title_exact_search_txtP | Smarter consulting how to start up and succeed as an independent consultant |
| title_full | Smarter consulting how to start up and succeed as an independent consultant Mike Johnson |
| title_fullStr | Smarter consulting how to start up and succeed as an independent consultant Mike Johnson |
| title_full_unstemmed | Smarter consulting how to start up and succeed as an independent consultant Mike Johnson |
| title_short | Smarter consulting |
| title_sort | smarter consulting how to start up and succeed as an independent consultant |
| title_sub | how to start up and succeed as an independent consultant |
| topic | Consultants Consultants Marketing New business enterprises Management Unternehmensberater (DE-588)4187039-6 gnd |
| topic_facet | Consultants Consultants Marketing New business enterprises Management Unternehmensberater |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016489008&sequence=000004&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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