Consulting start-up and management: a guide for evaluators and applied researchers
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| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Los Angeles, Fla. u.a.
SAGE
2012
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| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Item Description: | Includes bibliographical references and index |
| Physical Description: | XXI, 296 S. |
| ISBN: | 9781412987097 |
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Record in the Search Index
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| adam_text | Titel: Consulting start-up and management
Autor: Barrington, Gail V.
Jahr: 2012
Detailed Contents
Preface xvii
PART I: CONSULTING AND YOU 1
Chapter 1: The Consulting Landscape 3
Highlights 3
Management Consulting 3
Training and Certification 6
The Consulting Role 7
Trends and Growth Drivers 8
Consultant Profiles 10
A Word of Caution 11
Useful Resources 12
Discussion Questions and Activities 12
References 13
Chapter 2: Personal Characteristics 15
Highlights 15
1. Intellectual Capacity 17
2. Self-Confidence 19
3. Moxie 19
4. Adaptability 21
5. Endurance 21
Useful Resources 23
Discussion Questions and Activities 23
References 24
Chapter 3: Essential Values 26
Highlights 26
1. An Ethical Stance 27
2. A Social Justice Perspective 29
3. Authenticity 30
4. Collaboration 31
5. Lifelong Learning 32
Useful Resources 33
Discussion Questions and Activities 34
References 34
Chapter 4: Political Skills 36
Highlights 36
1. Know the Players 37
2. Know the Policy Environment 39
3. Know the Political Dimension 40
4. Know the Power of Communication 42
5. Know the Importance of Timing 44
Useful Resources 46
Discussion Questions and Activities 46
References 47
Chapter 5: Survival Skills 48
Highlights 48
1. Be a Reflective Practitioner 49
2. Nurture Your Inner Artist 51
3. Conduct Research for Yourself 53
4. Get Involved in Your Community 55
Useful Resources 57
Discussion Questions and Activities 58
References 59
PART II: ENTREPRENEURIAL SKILLS 61
Chapter 6: Getting Started 63
Highlights 63
Location 64
The Home Office 64
The Client s Office 67
The Sublease 67
Shared Space 68
The Small Business Incubator 68
Leased Space 69
Furniture and Equipment 71
Your Business Name 72
Useful Resources 74
Discussion Questions and Activities 74
References 75
Chapter 7: Your Business Plan 76
Highlights 76
1. Title Page, Table of Contents, and Executive Summary 78
2. Industry Overview 78
3. Your Business Venture 79
4. Market Analysis 79
5. Marketing Plan 79
6. Management Plan 81
7. Operating Plan 82
8. Financial Plan 83
9. References 84
10. Appendices 84
Useful Resources 85
Discussion Questions and Activities 85
References 86
Chapter 8: Setting Your Fees 87
Highlights 87
Calculating Your Fees 88
Billable Time 88
Overhead 89
Start-Up Costs 90
Monthly Expenses 91
Salary 92
Profit 93
Your Daily Rate 94
Price-Setting Methods 95
Hourly/Daily Rate 95
Fixed Fee 96
Standing Offer 97
Retainer 97
Contingency Fee 98
Other Market-Based Pricing Methods 99
Useful Resources 101
Discussion Questions and Activities 101
References 102
Chapter 9: Managing Time 103
Highlights 103
Recording Time 104
A Day Book 104
A Spreadsheet Workbook 105
Using Time Records to Measure Your Effectiveness 111
Using Your Billable Time 111
Looking at Nonbillable Time 112
Analyzing Recovery Rates 112
Comparing Planned and Actual Time 113
Planning Future Projects 115
Increasing Your Productivity 115
Useful Resources 116
Discussion Questions and Activities 116
References 116
Chapter 10: Getting Work 117
Highlights 117
Marketing Secrets 117
1. Defining Your Competitive Advantage 119
2. Networking for Leads 120
Key Contact Networks 120
Professional Networks 121
Mentor Networks 121
Dynamic Networks 122
Partner Networks 122
Resource Networks 123
Client Networks 124
Social Networks 124
3. Getting Referrals 125
4. Building Strategic Alliances 126
5. Encouraging Repeat Business 128
Useful Resources 129
Discussion Questions and Activities 129
References 130
Chapter 11: Writing Proposals 131
Highlights 131
Setting the Stage 132
What Clients Want 133
What Consultants Want 133
The Elements of a Proposal 134
Project Purpose 134
Program Overview or Background 134
Scope 135
Policy Questions 135
Project Objectives or Intent 135
Statement of Work 135
Project Team 136
Project Time Frame 136
Responsibilities 136
Deliverables 136
Budget 137
The Most Critical Component 137
The Letter Proposal 139
The Formal Proposal 141
Useful Resources 145
Discussion Questions and Activities 146
References 146
PART III: BUSINESS SKILLS 147
Chapter 12: Managing Money 149
Highlights 149
The Basics 150
Credit Card 150
Banking 151
Financial Year 152
Accounts Receivable 152
The Creditworthiness of Your Potential Client 152
Credit and Payment Policies 152
Standardized Invoices 153
Milestone Billing 153
Relationships With Clients 155
Billing Schedules 155
Aged Accounts Receivable Reports 155
Following Up 156
Getting It in the Bank 156
Direct Deposit 156
Ethical Practices 157
Accounts Payable 157
Preparing Payments in Advance 157
Understanding Creditors 157
Delayed Payments 158
Cash Flow 158
Reducing Overhead 158
Managing Inventory 159
Negotiating for Best Prices 159
Focusing on Productivity 159
Managing Profits 160
Financial Statements 160
The Income Statement 160
The Balance Sheet 161
Getting a Loan 161
An Operating Line of Credit 162
Term Loans 162
Preparing a Loan Proposal 162
Getting In Over Your Head 163
Useful Resources 164
Discussion Questions and Activities 165
References 165
Chapter 13: Ownership Structures 167
Highlights 167
Sole Proprietorship 168
Advantages of Being a Sole Proprietor 168
Disadvantages of Being a Sole Proprietor 169
One Consultant s Choice 170
Partnership 171
Advantages of a Partnership Structure 172
Disadvantages of a Partnership Structure 174
One Consultant s Choice 175
Corporation 175
Advantages of the Corporate Structure 178
Disadvantages the Corporate Structure 179
One Consultant s Choice 180
Nonprofit Corporation 180
Advantages of a Nonprofit Corporate Structure 181
Disadvantages a Nonprofit Corporate Structure 181
One Consultant s Choice 182
Useful Resources 183
Discussion Questions and Activities 183
References 184
Chapter 14: Managing Risk 185
Highlights 185
The Risks We Face 187
Risks Associated With Running a Business 187
Risks Associated With Your Property 188
Risks Associated With Negligence of Duty 189
Risks Associated With the Quality of Your Work 189
Risks Associated With Your Health 190
Risk Management 191
Stepl: Look at Your Risk Level Broadly 191
Step 2: Assess Your Level of Exposure 193
Step 3: Develop a Risk Management Plan 193
Types of Insurance 195
Buying Insurance 197
The Insurance Agent 197
The Insurance Broker 197
Useful Resources 199
Discussion Questions and Activities 200
References 201
Chapter 15: Managing Contracts 202
Highlights 202
Contracts and Contractors 203
Verbal Contracts 205
Written Contracts 207
The Letter of Agreement 208
The Formal Contract 208
Considerations for Written Contracts 212
Contract Management 214
Scope Creep 214
Managing Conflict 215
Legal Risks for Consultants 217
Useful Resources 219
Discussion Questions and Activities 219
References 220
Chapter 16: Managing People 221
Highlights 221
Needing Help 222
Hiring Subcontractors 222
Hiring Staff 225
Step 1. Planning to Hire 225
Step 2. The Interview Process 227
Step 3. Postinterview Activities 229
Managing New Staff 231
Managing Ongoing Staff 233
Saying Good-Bye 235
Useful Resources 236
Discussion Questions and Activities 236
References 236
Chapter 17: Managing Knowledge 238
Highlights 238
The Benefits of Knowledge Management 239
Developing Knowledge Management Systems 241
Knowledge Generation 241
Knowledge Capture 243
Knowledge Retrieval 244
Knowledge Translation 246
Useful Resources 249
Discussion Questions and Activities 250
References 250
Appendices 253
Glossary 275
Index 281
About the Author 295
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| spelling | Barrington, Gail V. Verfasser (DE-588)136348343 aut Consulting start-up and management a guide for evaluators and applied researchers Gail V. Barrington Los Angeles, Fla. u.a. SAGE 2012 XXI, 296 S. txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index Consulting firms Management Business consultants Entrepreneurship New business enterprises Management Research Evaluation HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=025161237&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Barrington, Gail V. Consulting start-up and management a guide for evaluators and applied researchers Consulting firms Management Business consultants Entrepreneurship New business enterprises Management Research Evaluation |
| title | Consulting start-up and management a guide for evaluators and applied researchers |
| title_auth | Consulting start-up and management a guide for evaluators and applied researchers |
| title_exact_search | Consulting start-up and management a guide for evaluators and applied researchers |
| title_full | Consulting start-up and management a guide for evaluators and applied researchers Gail V. Barrington |
| title_fullStr | Consulting start-up and management a guide for evaluators and applied researchers Gail V. Barrington |
| title_full_unstemmed | Consulting start-up and management a guide for evaluators and applied researchers Gail V. Barrington |
| title_short | Consulting start-up and management |
| title_sort | consulting start up and management a guide for evaluators and applied researchers |
| title_sub | a guide for evaluators and applied researchers |
| topic | Consulting firms Management Business consultants Entrepreneurship New business enterprises Management Research Evaluation |
| topic_facet | Consulting firms Management Business consultants Entrepreneurship New business enterprises Management Research Evaluation |
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