The Business of Consulting: The Basics and Beyond, (CD-ROM Included), 2nd Edition

by Biech, Elaine

• ISBN13: 9780787994648
• ISBN10: 0787994642
• Edition: 2nd
• Format: Hardcover w/CD
• Copyright: 2007-05-25
• Publisher: Pfeiffer & Co

Summary

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 

Author Biography

Elaine Biech is president and managing principal of ebb associates, inc., a strategic implementation, leadership development, and experiential learning consulting firm. She has consulted to a diverse range of industries including health care institutions, insurance, banking, ship building, manufacturing, government, and nonprofit organizations. Biech is the author and editor of dozens of articles and books including Marketing Your Consulting Services, Training for Dummies, and 90 World-Class Trainers.

Table of Contents

List of Exhibits on the CD-ROM	p. xv
Foreword	p. xix
Preface	p. xxiii
So You Want to Be a Consultant	p. 1
What Is Consulting?	p. 1
Four Ways to Get Started	p. 2
Why Consulting Now?	p. 7
Myths About Consulting	p. 13
Rewards and Realities of Consulting	p. 18
Just What Are You Getting Yourself Into?	p. 20
Talents and Tolerance	p. 25
Skills for Success	p. 26
Personal Characteristics of Successful Consultants	p. 29
Roles You May Play	p. 30
Signs of a Mediocre Consultant	p. 32
Your Personal Situation	p. 33
Caution: Business Owner Ahead	p. 35
Entrepreneurial Characteristics	p. 35
Dollars and Sense	p. 41
How Much Money Do You Require?	p. 41
How Much Should You Charge?	p. 44
Selecting a Pricing Structure	p. 51
Other Pricing Decisions	p. 54
Other Charges	p. 55
Fee Increases	p. 57
Ethics of Pricing	p. 58
Money Discussions	p. 60
Value of a Guarantee	p. 61
Starting...	p. 63
What's in a Name?	p. 64
Choosing an Accountant	p. 66
Business Structure	p. 67
Business Plans	p. 69
Start-Up Costs	p. 86
Your Niche	p. 87
Your Image	p. 88
Experience	p. 93
...And Staying in Business	p. 99
A Marketing Plan	p. 100
Do I Need a Website?	p. 107
Surprising but Practical Thoughts on Marketing	p. 108
113 Tactics for Low-Budget Marketing	p. 114
Contacts with Potential Clients	p. 122
Proposals and Contracts	p. 132
How to Refuse an Assignment	p. 140
Ways to Stay in Business	p. 146
The Cost of Doing Business	p. 147
Plan for the Worst	p. 148
Watch Your Cash Flow	p. 149
Track Expenses	p. 156
Set Aside Petty Cash	p. 163
Charge Your Client	p. 166
Project Revenues	p. 170
Deal with Bad Debts	p. 172
Keep an Eye on Your Numbers	p. 172
Protect Your Capital Investments	p. 176
Building a Client Relationship	p. 179
The First Meeting	p. 181
Four Phases of Building a Client-Consultant Partnership	p. 182
How to Improve the Relationship Continuously	p. 194
It's the People	p. 197
How to Maintain the Relationship After the Project Is Finished	p. 197
More Value for the Client	p. 198
How Many Clients Do I Need?	p. 200
Ensure Success	p. 200
Growing Pains	p. 203
Adding People	p. 204
Growing Without Adding People	p. 218
Expand Your Geographical Market	p. 227
Do Everything You Can to Grow Your Current Business	p. 229
Final Thoughts	p. 230
The Ethics of the Business	p. 231
Consultant to Client	p. 232
Consultant to Consultant	p. 238
Client to Consultant	p. 242
Code of Ethics	p. 243
Exude Professionalism	p. 245
Measuring Up	p. 246
Continuing to Learn	p. 252
Balancing Your Life and Your Business	p. 255
Managing Your Time	p. 258
Giving Back	p. 265
A Personal Checkup	p. 265
Do You Still Want to Be a Consultant?	p. 267
A Week in a Consultant's Life	p. 268
Visualizing Success	p. 278
Taking Action	p. 282
Getting Ready	p. 282
Reading List	p. 287
Index	p. 289
About the Author	p. 299
How to Use the CD-ROM	p. 301
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