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Produktbild: The New Business of Consulting

The New Business of Consulting The Basics and Beyond

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Beschreibung

Produktdetails

Einband

Gebundene Ausgabe

Erscheinungsdatum

07.05.2019

Verlag

John Wiley & Sons

Seitenzahl

368

Maße (L/B/H)

23,6/19,6/3,6 cm

Gewicht

703 g

Auflage

1. Auflage

Sprache

Englisch

ISBN

978-1-119-55690-9

Beschreibung

Produktdetails

Einband

Gebundene Ausgabe

Erscheinungsdatum

07.05.2019

Verlag

John Wiley & Sons

Seitenzahl

368

Maße (L/B/H)

23,6/19,6/3,6 cm

Gewicht

703 g

Auflage

1. Auflage

Sprache

Englisch

ISBN

978-1-119-55690-9

Herstelleradresse

Libri GmbH
Europaallee 1
36244 Bad Hersfeld
DE

Email: gpsr@libri.de

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  • Produktbild: The New Business of Consulting

  • Exhibits and the Companion Website xi

    Foreword xv

    Acknowledgments xix

    Introduction xxi

    One So You Want to Be a Consultant 1

    What Is Consulting? 3

    Why Consulting Now? 4

    Four Ways to Get Started 10

    Myths About Consulting 17

    Realities and Rewards of Consulting 22

    Just What Are You Getting Yourself Into? 23

    For the Consummate Consultant 29

    Two Talents and Tolerance 31

    Your Skills for Success 33

    Roles You May Play 40

    Signs of a Mediocre Consultant 42

    Your Personal Situation 43

    Caution: Business Owner Ahead 45

    Entrepreneurial Characteristics 45

    For the Consummate Consultant 50

    Three Dollars and Sense 51

    How Much Income Do You Require? 52

    How Much Should You Charge? 56

    Selecting a Pricing Structure 64

    Other Pricing Decisions 68

    Other Charges 70

    Fee Increases 71

    Ethics of Pricing 73

    Money Discussions 75

    Value of a Guarantee 76

    For the Consummate Consultant 77

    Four Starting . . . 79

    Why Some Start-Ups Succeed and So Many Fail 81

    What's in a Name? 82

    Selecting an Accountant 86

    Selecting a Legal Entity 87

    A Business Plan to Guide You 89

    Plan to Use Your Business Plan 95

    Start-Up Costs 100

    Finding Your Niche 102

    Your Image Is Everything 105

    Experiencing the Experience Maze 108

    For the Consummate Consultant 113

    Five . . . And Staying in Business 115

    Marketing from Day One 117

    Creating Your Marketing Plan 118

    Using the Internet 128

    Surprising but Practical Th oughts on Marketing 131

    Tactics for Low-Budget Marketing 136

    Contacting Potential Clients 141

    Proposals Lead to Contracts 148

    Why Would You Refuse an Assignment? 150

    For the Consummate Consultant 151

    Six The Cost of Doing Business 153

    Keeping Records for Your Consulting Business 155

    Watch Your Cash Flow 156

    Track Your Expenses 164

    Set Aside Petty Cash 172

    Charge Your Client 175

    Project Revenues 179

    Deal with Bad Debts 179

    Keep an Eye on Your Numbers 181

    For the Consummate Consultant 186

    Seven Building a Client Relationship 187

    Relationships: It's Why You're in Business 189

    The First Meeting 191

    Four Phases of Building a Client-Consultant Partnership 193

    Adding More Value 204

    How Many Clients Do You Need? 211

    How to Improve the Relationship Continuously 211

    It's the People 214

    Maintain the Relationship Aft er the Project 215

    Ensure Success 216

    For the Consummate Consultant 218

    Eight Growing Pains 219

    Adding People 221

    Growing Without Adding People 238

    Expand Your Geographical Market 247

    Doing Everything You Can to Grow Your Current Business 249

    For the Consummate Consultant 253

    Nine The Ethics of the Business 255

    Consultant to Client 258

    Consultant to Consultant 265

    Client to Consultant 269

    Parting Ethics Shots 270

    For the Consummate Consultant 272

    Ten Exude Professionalism 273

    Competencies to Boost Your Consulting Success 275

    Continuing to Learn 286

    Balancing Your Life and Your Business 289

    Managing Your Time 291

    Giving Back 297

    For the Consummate Consultant 299

    Eleven Do You Still Want to Be a Consultant? 301

    A Week in a Consultant's Life 304

    Visualizing Success 316

    Taking Action 317

    Get Ready, Get Set . . . 318

    For the Consummate Consultant 324

    Appendix 325

    Helpful Resources and Links 325

    Reading List 327

    About the Author 331

    Index 333