The Business of Consulting

Elaine Biech 지음

Pfeiffer 2011년 01월 13일 출간

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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

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List of Exhibits on the CD-ROM xvForeword, by Jim Kouzes xixPreface xxiiiONE So You Want to Be a Consultant 1What Is Consulting? 1Four Ways to Get Started 2Why Consulting Now? 7Myths About Consulting 13Rewards and Realities of Consulting 18Just What Are You Getting Yourself Into? 20TWO Talents and Tolerance 25Skills for Success 26Personal Characteristics of Successful Consultants 29Roles You May Play 30Signs of a Mediocre Consultant 32Your Personal Situation 33Caution: Business Owner Ahead 35Entrepreneurial Characteristics 35THREE Dollars and Sense 41How Much Money Do You Require? 41How Much Should You Charge? 44Selecting a Pricing Structure 51Other Pricing Decisions 54Other Charges 55Fee Increases 57Ethics of Pricing 58Money Discussions 60Value of a Guarantee 61FOUR Starting . . . 63What's in a Name? 64Choosing an Accountant 66Business Structure 67Business Plans 69Start-Up Costs 86Your Niche 87Your Image 88Experience 93FIVE . . . And Staying in Business 99A Marketing Plan 100Do I Need a Website? 107Surprising but Practical Thoughts on Marketing 108113 Tactics for Low-Budget Marketing 114Contacts with Potential Clients 122Proposals and Contracts 132How to Refuse an Assignment 140Ways to Stay in Business 146SIX The Cost of Doing Business 147Plan for the Worst 148Watch Your Cash Flow 149Track Expenses 156Set Aside Petty Cash 163Charge Your Client 166Project Revenues 170Deal with Bad Debts 172Keep an Eye on Your Numbers 172Protect Your Capital Investments 176SEVEN Building a Client Relationship 179The First Meeting 181Four Phases of Building a Client-Consultant Partne

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저자(글) Elaine Biech

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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.