An Insider's Guide to Building a Successful Consulting Practice

Erscheinungsjahr 2010
ISBN: 978-0-8144-1436-1
Verlag: AMACOM

Buch, Englisch, 272 Seiten, Format (B × H): 152 mm x 229 mm, Gewicht: 449 g

It’s every working stiff’s fantasy: I want to be my own boss. And even though establishing yourself as a consultant can be risky, with some first-rate advice behind your decision making, you’ll be able to hit the ground running. An Insider’s Guide to Building a Successful Consulting Practice is an invaluable resource whether you are a beginner just starting your practice or a veteran looking for ways to invigorate your business.

Autoren/Hrsg.

Katcher, Bruce

Snyder, Adam

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Unternehmensorganisation, Corporate Responsibility Selbstständige & Freiberufler
• Wirtschaftswissenschaften Betriebswirtschaft Unternehmensorganisation, Corporate Responsibility Kleine und Mittlere Unternehmen
• Interdisziplinäres Wissenschaften Wissenschaften Interdisziplinär Geisteswissenschaften

Inhaltsverzeichnis

Contents INTRODUCTION I-1 PART 1 CHARGING YOUR BATTERY 1 CHAPTER 1 DECIDING WHICH IS BEST FOR YOU: EMPLOYEE, CONTRACTOR, OR CONSULTANT 2 CHAPTER 2 UNDERSTANDING THE ECONOMIC REALITIES OF INDEPENDENT CONSULTING 15 CHAPTER 3 FOCUSING YOUR WORK ON A SPECIFIC PROBLEM OR NICHE 27 CHAPTER 4 CHOOSING A BUSINESS MODEL 34 CHAPTER 5 ESTABLISHING YOUR CREDIBILITY 59 PART 2 MARKETING YOUR CONSULTING SERVICES 67 CHAPTER 6 DEVELOPING AND IMPLEMENTING A MARKETING PLAN 68 CHAPTER 7 MARKETING DIRECTLY TO PROSPECTS 79 CHAPTER 9 MARKETING YOUR CONSULTING THROUGH SPEAKING 117 CHAPTER 10 MAINTAINING YOUR VISIBILITY 126 CHAPTER 11 MARKETING YOUR SERVICES THROUGH NETWORKING 143 CHAPTER 12 SELLING YOUR CONSULTING SERVICES 152 CHAPTER 13 WRITING PROPOSALS THAT LEAD TO BUSINESS 163 PART 3 KEEPING THE GAS TANK FILLED 171 CHAPTER 14 DELIVERING TANGIBLE RESULTS 172 CHAPTER 15 MAKE CERTAIN YOUR RECOMMENDATIONS ARE IMPLEMENTED 178 CHAPTER 16 MAXIMIZING THE VALUE OF NETWORKING MEETINGS 184 CHAPTER 17 MARKETING EVEN WHEN YOU’RE BUSY 189 PART 4 AVOIDING ROAD HAZARDS 195 CHAPTER 18 LOSING YOUR MOTIVATION 196 CHAPTER 19 BECOMING LONELY 200 CHAPTER 20 DILUTING YOUR BUSINESS MODEL 205 CHAPTER 21 CHARGING TOO LITTLE 210 CHAPTER 22 CHASING PROSPECTS 215 PART 5 GETTING MORE MILEAGE OUT OF YOUR BUSINESS 221 CHAPTER 23 TAKING STOCK OF WHAT’S WORKING AND WHAT’S NOT 222 CHAPTER 24 ESTABLISHING A BOARD OF ADVISERS 227 CHAPTER 25 CONDUCTING RESEARCH 232 CHAPTER 26 MAINTAINING READINESS TO ADAPT TO CHANGE 237 CONCLUSION 241 RECOMMENDED READING 244 INDEX 247 ABOUT THE AUTHORS 253

Über Autor(innen)

William J. Rothwell, Ph.D. (State College, PA), is Professor-in-Charge of a graduate program in Workforce Education and Development at Penn State University. Diane Spokus (University Park, PA) is an adjunct instructor at Penn State University. Joel Reaser (Arlington, VA) is S. V. P. at the National Older Worker Career Center. Harvey Stearns, Ph.D. (Akron, OH) is the Director of the Institute for Lifespan Development and Gerontology at the University of Akron.