The new business of consulting : the basics and beyond / by Elaine Biech
By: Biech, Elaine.Publisher: Hoboken, N.J. : Wiley, 2019Description: xxv, 342 p. ; electronic resource.ISBN: 9781119556909.Subject(s): Consultants | Professional firms | Entrepreneurs | Client relationships | StrategyOnline resources: Download as an eBook
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SO YOU WANT TO BE A CONSULTANT: What is consulting? -- Why consulting now? -- Four ways to get started -- Myths about consulting -- Realities and rewards of consulting -- Just what are you getting yourself into? -- For the consummate consultant. TALENTS AND TOLERANCE: Your skills for success -- Roles you may play -- Signs of a mediocre consultant -- Your personal situation -- Caution: business owner ahead -- Entrepreneurial characteristics -- For the consummate consultant. DOLLARS AND SENSE: How much income do you require? -- How much should you charge? -- Selecting a pricing structure -- Other pricing decisions -- Other charges -- Fee increases -- Ethics of pricing -- Money discussions -- Value of a guarantee -- For the consummate consultant. STARTING...: Why some start-ups succeed and so many fail -- What's in a name? -- Selecting an accountant -- Selecting a legal entity -- A business plan to guide you -- Plan to use your business plan -- Start-up costs -- Finding your niche -- Your image is everything -- Experiencing the experience maze -- For the consummate consultant. ... AND STAYING IN BUSINESS: Marketing from day one -- Creating your marketing plan -- Using the internet -- Surprising but practical thoughts on marketing -- Tactics for low-budget marketing -- Contacting potential clients -- Proposals lead to contracts -- Why would you refuse an assignment? -- For the consummate consultant. THE COST OF DOING BUSINESS: Keeping records for your consulting business -- Watch your cash flow -- Track your expenses -- Set aside petty cash -- Charge your client -- Project revenues -- Deal with bad debts -- Keep an eye on your numbers -- For the consummate consultant. BUILDING A CLIENT RELATIONSHIP: Relationships: it's why you're in business -- The first meeting -- Four phases of building a client-consultant partnership -- Adding more value -- How many clients do you need? -- How to improve the relationship continuously -- It's the people -- Maintain the relationship after the project -- Ensure success -- For the consummate consultant. GROWING PAINS: Adding people -- Growing without adding people -- Expand your geographical market -- Doing everything you can to grow your current business -- For the consummate consultant. THE ETHICS OF THE BUSINESS: Consultant to client -- Consultant to consultant -- Client to consultant -- Parting ethics shots -- For the consummate consultant. EXUDE PROFESSIONALISM: Competencies to boost your consulting success -- Continuing to learn -- Balancing your life and your business -- Managing your time -- Giving back -- For the consummate consultant. DO YOU STILL WANT TO BE A CONSULTANT?: A week in a consultant's life -- Visualizing success -- Taking action -- Get ready, get set... -- For the consummate consultant.
Presents a road-map to aspiring entrepreneurs. Looks at how to grow a successful consulting business, such as how to land clients and leverage technology, and how to balance your life and business. Includes templates, practical tools and checklists.