New Brand of Expertise : How Independent Consultants, Free Agents, and Interim Managers are Transforming the World of Work

by Russell

• ISBN13: 9780750672924
• ISBN10: 0750672927
• Format: Paperback
• Copyright: 2001-01-24
• Publisher: Elsevier Science

Summary

The dynamics of the red-hot "free agent" workplace are clarified in this book that also teaches new skills and employment strategies independent professionals must master to succeed.

Table of Contents

Foreword	xiii
Preface	xv
Acknowledgments	xix
PART I: THE CREST OF THE WAVE	1	(40)
The Company Man Myth	3	(8)
The Erosion of the Employee Contract	4	(1)
Workers Want Out	5	(4)
The New ``Freelancer''	9	(2)
Why Companies Use Independent Talent	11	(12)
The Speed of Business	11	(2)
Projectization	13	(1)
A Brave New World	14	(2)
Ninety Percent of Success	16	(2)
Agents of Change or Stability	18	(5)
Why Individuals Choose Free Agency	23	(10)
Curtis Flood Was Not Alone	23	(2)
Who, What, When, and Where	25	(3)
Reasons Outside of Your Control	28	(5)
``Mind Sets'' As Well as Skill Sets	33	(8)
PART II: CREATING YOUR BRAND OF EXPERTISE	41	(70)
Calculating the Risk	43	(14)
Marketability	48	(2)
The Tao of Consulting	50	(3)
The ``No'' Factor	53	(1)
The Final Question: A Personal One	54	(3)
Marketing Your Brand of Expertise	57	(10)
Personal Brand Management 101	57	(1)
Defining Core Values	58	(1)
A Consulting SWOT	59	(2)
Positioning Your Practice	61	(3)
Communicating the Message	64	(3)
Channeling Your Sales	67	(16)
It's Time to Sell	67	(2)
Direct Sales: The Power of Your Network	69	(2)
Sales 101	71	(2)
The Intermediaries	73	(3)
The Web World	76	(7)
Advantages	77	(1)
Disadvantages	78	(2)
Sidebar, by Guru.com	80	(3)
The Ugly Little Employment Problem	83	(10)
Who's the Boss?	83	(3)
So Why Do I Care?	86	(4)
So I Need an Employer	90	(3)
And Now to the Nitty Gritty	93	(8)
Get It in Writing	93	(1)
A Project Description	94	(1)
Fees and Payment Terms	95	(1)
Relationship of the Parties	96	(1)
Intellectual Property	97	(1)
Other Contractual Thoughts	98	(3)
Name Your Price	101	(10)
It's a Market Out There!	101	(3)
It's the Work, Stupid!	104	(3)
Setting Your Price	107	(1)
Avoid Fire Sales	108	(3)
PART III: FROM THE CLIENT'S POINT OF VIEW	111	(56)
Why Now?	113	(14)
Insourcing	115	(1)
Accelerating Product/Service Delivery	116	(1)
Leveraging an Existing Team	117	(2)
Assessing the Situation	119	(1)
Interim Management	120	(1)
Case Study: The Just-In-Time Analogy	121	(6)
Choose Your Weapon	127	(12)
Time Is Money	127	(1)
Get It in the Budget	128	(1)
Identify What You Need	129	(3)
Screening	132	(7)
The Price is Right	139	(6)
The Game Show Mentality	139	(2)
Pricing Variables	141	(2)
Don't Forget the Terms	143	(2)
The Race is On	145	(12)
Just Do It	145	(3)
The Inside Job	148	(5)
Knowledge Management	153	(4)
Future Imperfect	157	(10)
From a Chaotic Present	157	(1)
To a Smooth Future	158	(1)
It's the End of a Generation	158	(1)
Any Legal Clarification Is Good	159	(1)
Reengineering by Any Other Name...	160	(2)
The Securitization of Human Capital	162	(3)
The Genie Is out of the Bottle	165	(2)
Appendix: Profiles of Quoted Consultants	167	(10)
Index	177