Catalogue


Getting started in consulting /
Alan Weiss.
edition
3rd ed.
imprint
Hoboken, N.J. : John Wiley & Sons, c2009.
description
xv, 302 p. : ill. ; 23 cm.
ISBN
0470419806 (pbk.), 9780470419809 (pbk.)
format(s)
Book
Holdings
More Details
imprint
Hoboken, N.J. : John Wiley & Sons, c2009.
isbn
0470419806 (pbk.)
9780470419809 (pbk.)
contents note
Establishing goals and expectations (including your own) -- Physical space and environmental needs -- Sorting out the legal, financial, and administrative first -- Marketing 101 -- Advanced marketing -- Initiating the sales process and acquiring business -- Closing the sale -- Establishing fees -- Moving to the next level -- Giving yourself permission to succeed -- The quick start.
general note
Includes indexes.
abstract
"For almost a decade, Alan Weiss's Getting Started in Consulting has been an indispensible resource for anyone who wants to strike out on his own and start a new consulting business. It provides a rich source of expert advice and practical guidance, and it shows you how you can combine low overhead and a high degree of organization to add up to a six- or even seven-figure income. You'll learn everything you need to know about financing your business, marketing your services, writing winning proposals, meeting legal requirements, setting fees, keeping the books, and much more"--Cover, p. 4.
catalogue key
7395276
A Look Inside
About the Author
Author Affiliation
Alan Weiss is a consultant, speaker, and bestselling author. His firm, Summit Consulting Group, Inc., has consulted with such clients as Merck, Hewlett-Packard, GE, and Mercedes-Benz, among many others. His thirty other books include the bestseller Million Dollar Consulting. For more information, contact him at his blog, www.contrarianconsulting.com, or Web site, www.summitconsulting.com.
Summaries
Main Description
The Unbeatable, Updated, Comprehensive Guidebook For First-Time Consultants Getting Started In Consulting More people than ever are making the jump from corporate offices to home offices, taking control of their futures, being their own bosses, and starting their own consultancies. Consulting is a bigger business than ever and growing every day. For almost a decade, Alan Weiss's Getting Started in Consulting has been an indispensable resource for anyone who wants to strike out on his own and start a new consulting business. It provides a rich source of expert advice and practical guidance, and it shows you how you can combine low overhead and a high degree of organization to add up to a six- or even seven-figure income. You'll learn everything you need to know about financing your business, marketing your services, writing winning proposals, meeting legal requirements, setting fees, keeping the books, and much more. This new Third Edition of Getting Started in Consulting is more comprehensive, up to date, and practical than ever. In addition to the nuts-and-bolts basics, you'll also get a wealth of new information and resources: How to leverage new technologies to lower your business costs and increase your profits A budget sampler that shows you how best to maximize an initial start-up investment of $5,000, $10,000, or $20,000 Free downloadable tools and forms to help you design and start your business quickly and easily New interviews with consultants who achieved rapid success, including their personal stories and most effective techniques Brand-new references, examples, and appendices If your dream in life is to get out of the office and out on your own, consulting is a great way to make it happen. Make sure you do it right-and do it profitably-with Getting Started in Consulting, Third Edition.
Main Description
More people than ever are making the jump from corporate offices to home offices, taking control of their futures, being their own bosses, and starting their own consultancies. Consulting is a bigger business than ever and growing every day. For almost a decade, Alan Weiss's Getting Started in Consulting has been an indispensable resource for anyone who wants to strike out on his own and start a new consulting business. It provides a rich source of expert advice and practical guidance, and it shows you how you can combine low overhead and a high degree of organization to add up to a six- or even seven-figure income. You'll learn everything you need to know about financing your business, marketing your services, writing winning proposals, meeting legal requirements, setting fees, keeping the books, and much more. This new Third Edition of Getting Started in Consulting is more comprehensive, up to date, and practical than ever. In addition to the nuts-and-bolts basics, you'll also get a wealth of new information and resources: How to leverage new technologies to lower your business costs and increase your profits A budget sampler that shows you how best to maximize an initial start-up investment of $5,000, $10,000, or $20,000 Free downloadable tools and forms to help you design and start your business quickly and easily New interviews with consultants who achieved rapid success, including their personal stories and most effective techniques Brand-new references, examples, and appendices If your dream in life is to get out of the office and out on your own, consulting is a great way to make it happen. Make sure you do it right-and do it profitably-with Getting Started in Consulting, Third Edition. Book jacket.
Main Description
Getting Started in Consulting, Third Edition provides practical solutions and proven strategies for launching a consulting business. Readers will learn how low overhead and a high degree of organization can translate into a six-figure income within a year of startup, while working from a home office. Author Alan Weiss also offers key information on how to finance a consulting practice, how to write proposals, how to set up billing and bookkeeping, and more. This newly revised and expanded edition includes a "budget sampler": how to best invest $5,000, $10,000, or $20,000 on startup; a brief Q&A section after each chapter of questions from the first two editions on each topic; a new chapter on leveraging technology; updated references and examples; updated appendices; and free downloadable tools and forms to help readers get started. For Alan Weiss's biography, please see below.
Main Description
Getting Started in Consulting, Third Edition provides practical solutions and proven strategies for launching a consulting business. Readers will learn how low overhead and a high degree of organization can translate into a six-figure income within a year of startup, while working from a home office. Author Alan Weiss also offers key information on how to finance a consulting practice, how to write proposals, how to set up billing and bookkeeping, and more. This newly revised and expanded edition includes a "budget sampler": how to best invest $5,000, $10,000, or $20,000 on startup; a brief Q&A section after each chapter of questions from the first two editions on each topic; a new chapter on leveraging technology; updated references and examples; updated appendices; and free downloadable tools and forms to help readers get started.For Alan Weiss's biography, please see below.
Bowker Data Service Summary
Alan Weiss offers tailored, practical advice on all aspects of starting a consulting business, including the lead-up to the initial client contact. The reader learns how to establish realistic goals and achieve expected outcomes.
Long Description
The Unbeatable, Updated, Comprehensive Guidebook For First-Time ConsultantsGetting Started In ConsultingMore people than ever are making the jump from corporate offices to home offices, taking control of their futures, being their own bosses, and starting their own consultancies. Consulting is a bigger business than ever and growing every day.For almost a decade, Alan Weiss's Getting Started in Consulting has been an indispensable resource for anyone who wants to strike out on his own and start a new consulting business. It provides a rich source of expert advice and practical guidance, and it shows you how you can combine low overhead and a high degree of organization to add up to a six- or even seven-figure income. You'll learn everything you need to know about financing your business, marketing your services, writing winning proposals, meeting legal requirements, setting fees, keeping the books, and much more.This new Third Edition of Getting Started in Consulting is more comprehensive, up to date, and practical than ever. In addition to the nuts-and-bolts basics, you'll also get a wealth of new information and resources:How to leverage new technologies to lower your business costs and increase your profitsA budget sampler that shows you how best to maximize an initial start-up investment of $5,000, $10,000, or $20,000Free downloadable tools and forms to help you design and start your business quickly and easilyNew interviews with consultants who achieved rapid success, including their personal stories and most effective techniquesBrand-new references, examples, and appendicesIf your dream in life is to get out of the office and out on your own, consulting is a great way to make it happen. Make sure you do it right-and do it profitably-with Getting Started in Consulting, Third Edition.
Table of Contents
Introduction to the Third Editionp. xi
About the Authorp. xiii
Acknowledgmentsp. xv
Establishing Goals and Expectations (Including Your Own): You Will Be What You Decide to Be, Nothing Less, Nothing Morep. 1
Starting At Square Zero: Financial Needsp. 2
Personal Attributes: The Investment from Withinp. 5
Time Use: There's No Such Thing As Not Having Enough Timep. 10
Focus: We're All Working Part-Timep. 15
Why Collaboration Can Kill Youp. 17
Summaryp. 19
Questions and Answersp. 20
Notesp. 21
Physical Space and Environmental Needs: Act Like You Have a Business and You'll Have Onep. 23
Alternative Work Spacesp. 24
The Basics Around Youp. 29
Beyond the Basicsp. 36
Communicating at the Speed of Lightp. 38
Getting Some Help From Some Friendsp. 41
Notesp. 43
Questions and Answersp. 44
Sorting Out the Legal, Financial, and Adminisitrative: First, Let's Kill All the Lawyersp. 45
Legal Requirements and Organizational Optionsp. 48
Accounting, Financial, and Tax Matters-Exploiting Opportunitiesp. 50
Finding a Banker and Obtaining Creditp. 53
Other Professional Helpp. 56
Notesp. 66
Questions and Answersp. 67
Marketing 101: Creating a Market Gravity for Your Businessp. 71
Creating a Press Kitp. 73
Stationery and Related Image Productsp. 77
Networkingp. 79
Pro Bono Workp. 86
Listings, Ads, and Passive Sourcesp. 88
Summaryp. 90
Notesp. 91
Questions and Answersp. 91
Advanced Marketing: Creating a Brandp. 93
Establishing a Web sitep. 93
Publishingp. 98
Obtaining Media Interviewsp. 103
Speakingp. 110
Newslettersp. 113
Notesp. 115
Questions and Answersp. 115
Leveraging Technology: How to get Started at the Speed of lightp. 117
The Importance of Being Earnestp. 118
The Budget Samplerp. 120
Best Practices in Leveragep. 121
Initiating the Sales Process and Acquiring Business: Building Relationshipsp. 127
Finding the Right Buyerp. 129
What to do About Gatekeepersp. 131
Gaining Conceptual Agreementp. 135
Creating a Succession of "Yeses"p. 141
Notesp. 145
Questions and Answersp. 145
Closing the Sale: How to Write Proposals and Cash Checksp. 147
The Nature of Excellent Proposalsp. 149
The Nine Steps of Great Proposalsp. 150
When to Follow Upp. 161
Eight Rules for a Command Appearancep. 163
Ten Steps to Follow if the Buyer is Unresponsivep. 166
Horrors, What if the Buyer Says "No!": Six Steps to Redemptionp. 167
Notesp. 170
Questions and Answersp. 171
Establishing Fees: If You Bill by the Hour, You Cheat Your Client and Yourselfp. 173
The Fallacy and Lunacy of Time-Based Fees and Per Diemsp. 174
Preparing and Educating the Clientp. 176
Fifty-one Ways to Increase Your Feesp. 179
Summaryp. 192
Notesp. 192
Questions and Answersp. 193
Moving to the Next Level: You May Be Ready for Dramatic Growth Before You Know Itp. 195
Finding Resources: The Pros and Cons of Staffsp. 197
Business Planningp. 200
Creating Passive Incomep. 203
Working Internationallyp. 206
Investing In Longer-Term Potentialp. 209
Notesp. 212
Questions and Answersp. 213
Giving Yourself Permission to Succeed: How to Continue to Grow by Paying Backp. 215
Maximize Retirement Investingp. 216
Mentoringp. 218
Professional Growthp. 219
Retainersp. 220
Selective Project Acquisitionp. 222
Travelp. 224
Celebrity Statusp. 227
Life Balancep. 229
The Firm's Futurep. 231
Giving Backp. 232
Notesp. 233
Questions and Answersp. 233
The Quick Start: How to Hit the Consulting Ground Running at Full Speedp. 235
First Dimension: Creating Infrastructurep. 236
Second Dimension: Reaching Out for Businessp. 246
Marketing Technique 1: Call Everyone You Knowp. 247
Marketing Technique 2: Target Twelvep. 249
Marketing Technique 3: Focused Prospectingp. 251
Quick Start, Full-Speed Mileposts, and Dangersp. 254
Summaryp. 256
Notesp. 256
Questions and Answersp. 257
Appendices
Business Plan to Attract Investmentp. 259
Sample To-Do Listsp. 261
Office Equipment Recommendationsp. 263
Trade Associations, Professional Groups, Publicity Sourcesp. 267
Sample Biographical Sketch for a New Consultantp. 271
Sample Position Paperp. 275
What You Need To Knowp. 276
What You Need To Dop. 277
Sample Magazine Inquiry Letterp. 279
101 Questions for Any Sales Situation You'll Ever Facep. 281
An Overviewp. 281
Qualifying the Prospectp. 282
Finding the Economic Buyerp. 283
Rebutting Objectionsp. 283
Establishing Objectivesp. 284
Establishing Metricsp. 285
Assessing Valuep. 286
Determining the Budget Rangep. 286
Preventing Unforeseen Obstaclesp. 287
Increasing the Size of the Salep. 288
Going for the Closep. 288
The Most Vital Questionp. 289
Glossaryp. 291
Indexp. 295
Table of Contents provided by Ingram. All Rights Reserved.

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