The business of consulting : the basics and beyond

XXVI, 302 S.

Ill.

1 CD-ROM

Includes bibliographical references and index

One so you want to be a consultant -- What is consulting? -- Ways to get started -- Why consulting now? -- Myths about consulting -- Rewards and realities of consulting -- Just what are you getting yourself into? -- Two talents and tolerance -- Skills for success -- Personal characteristics of successful consultants -- Roles you may play -- Signs of a mediocre consultant -- Your personal situation -- Caution: business owner ahead -- Entrepreneurial characteristics -- Three dollars and sense -- How much money 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 -- Four starting -- What?s in a name? -- Choosing an accountant -- Business structure -- Business plans -- Start-up costs -- Your niche -- Your image -- Experience -- Five . . . and staying in business -- A marketing plan -- Do I need a website? -- Surprising but practical thoughts on marketing -- Tactics for low-budget marketing -- Contacts with potential clients -- Proposals and contracts -- How to refuse an assignment -- Ways to stay in business -- Six the cost of doing business -- Plan for the worst -- Watch your cash flow -- Track expenses -- Set aside petty cash -- Charge your client -- Project revenues -- Deal with bad debts -- Keep an eye on your numbers -- Protect your capital investments -- Seven building a client relationship -- fctx3:the first meeting -- Phases of building a client-consultant partnership -- How to improve the relationship continuously -- It's the people -- How to maintain the relationship after the project is finished -- More value for the client -- How many clients do I need? -- Ensure success -- Eight growing pains -- Adding people -- Growing without adding people -- Expand your geographical market -- Do everything you can to grow your current business -- Final thoughts -- Nine the ethics of the business -- Consultant to client -- Consultant to consultant -- Client to consultant -- Code of ethics -- Ten exude professionalism -- Measuring up -- Continuing to learn -- Balancing your life and your business -- Managing your time -- Giving back -- A personal checkup -- Eleven do you still want to be a consultant? -- A week in a consultant's life -- Visualizing success -- Taking action -- Getting ready -- Pager:!!pager please note: matter follows; separate from chapter contents!! -- Reading list

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