The Business of Consulting The Basics and Beyond 2nd Edition by Elaine Biech ISBN 0787994642 9780787994648

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Product details:

ISBN 10: 0787994642

ISBN 13: 978-0787994648

Author:  Elaine Biech 

The Business of Consulting: The Basics and Beyond 2nd Edition: 

Designed as the go-to reference for managing a consulting business, The Business of Consulting is candid, practical, and eminently useful. Fine-tuned to address the changes in today’s business environment, this vital resource outlines the basics for managing a consulting practice and shows how to:

• Develop a business plan
• Market your business
• Charge for your services
• Build a client relationship
• Grow the business
• Ensure your continued professional growth
• Make money in the profession

 

The Business of Consulting: The Basics and Beyond 2nd Edition Table of contents:

• Chapter 1: 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

• Chapter 2: 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

• Chapter 3: 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

• Chapter 4: 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

• Chapter 5: . . . 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

• Chapter 6: 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

• Chapter 7: 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

• Chapter 8: 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

• Chapter 9: The ethics of the business

  • Consultant to client
  • Consultant to consultant
  • Client to consultant
  • Parting ethics shots
  • For the consummate consultant

• Chapter 10: 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

• Chapter 11: 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

 

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