Getting started in consulting
著者
書誌事項
Getting started in consulting
John Wiley & Sons, [2019]
4th ed
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注記
Includes index
内容説明・目次
内容説明
The definitive guide to getting out of the office and getting into consulting
Getting Started in Consulting, Fourth Edition is the acclaimed real-world blueprint to professional and financial freedom. For nearly two decades, this invaluable resource has helped thousands of people quit the daily grind and become their own boss. This practical and motivational guide provides the tools and knowledge to control your future and secure your fortune. From establishing goals and sorting out the legal and financial paperwork, to advanced marketing strategies and relationship building techniques, this indispensable book offers step-by-step instructions for you to establish and grow your own consultancy business. This extensively revised and updated fourth edition includes new and expanded coverage on topics including utilizing informal media, changes in legal and financial guidelines, key distinctions of wholesale and retail businesses, and much more.
Author Alan Weiss delivers expert advice on how to combine minimal overhead with optimal organization to produce maximum income. Every step in the process is clearly explained, including financing, marketing, bookkeeping, establishing your fees, and more. This guide is a comprehensive, one-stop source for everything you need to prosper in the rapidly expanding world of private consultancy.
Adopt a pragmatic and profitable strategy to achieve incredible results from your consultancy business
Learn to identify and address the most commons issues facing your prospects and clients
Leverage technology to reduce labor, maximize profitability, and increase discretionary time
Access sample budgets, case studies, references and appendices, downloadable tools and forms, and online resources
The modern business landscape presents unique opportunities for those willing to take the leap from corporate offices to home offices. Getting Started in Consulting, Fourth Edition is the must-have guide for anyone seeking to cut their own path to their own consulting business.
目次
- Introduction to the Fourth Edition xiii About the Author xv Acknowledgments xvii Chapter 1 Your Mindset Will Determine Your Success 1 The Notion of Value 1 Support Systems 4 Basic Necessities 9 Hitting the Ground Running 13 Chapter 2 Barging into the Business 19 The Concept of Marketing Gravity 19 Calling Everyone You Know 25 Making Money by Working for Free (Pro Bono) 27 Networking Is a Process, Not an Event 29 Chapter 3 Becoming a Marketer 33 Creating an Accelerant Curve 33 Money Talks 37 Wholesale and Retail 41 Passive Income 45 Chapter 4 Technology for the Next Nine Seconds 49 The Greatest Technology Myths 49 The Role of a Website Might Surprise You 53 Social Media Platforms Are Often Tilted 57 Remaining Cutting Edge Without Hurting Yourself 60 Chapter 5 Finding the Economic Buyer 69 Saint Paul Was the First Virtual Marketer 69 HR Stands for "Hardly Relevant" 70 Charging Past Gatekeepers 73 The Peerage 76 Chapter 6 In the Buyer's Office 81 Establishing Trust 81 Finding Issues and Dynamic Capture 85 Gaining Conceptual Agreement 88 Pouring Concrete 92 Chapter 7 Closing the Sale 99 How to Write a Proposal That's Accepted Every Time 99 Why Buyers Go Dark 105 You're Actually Closing Three Sales
- Don't Lose Two 108 The Virtual Handshake 113 Chapter 8 Paying the Mortgage 117 How to Establish Value-Based Fees 117 Fee Formulas 120 Fifty Factors to Consider 124 Other Fee Considerations 127 Chapter 9 Moving On Up 131 Fastening the Watertight Doors 131 Why You Don't Need a Staff and How to Find Resources 136 Passive Income Alternatives 139 Working Globally 143 Chapter 10 Living the Dream 149 Building Your Brand 149 Moving to Advisory (Vault) Work 153 Intellectual Property and Thought Leadership 157 The Essence of a Career 161 Appendix A: 101 Questions for Any Sales Situation You'll Ever Face 167 Appendix B: Suggested Reading in the Field 179 Appendix C: Sample Proposal 181 Appendix D: Sample Long Biographical Sketch 187 Appendix E: Sample Short Biographical Sketch 191 Appendix F: Further Resources 193 Index 195
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