Consulting : The Business That Generates Mega Dollars and Puts You in Control of Your Financial Future (Entrepreneur Mentor Series)

Consulting : The Business That Generates Mega Dollars and Puts You in Control of Your Financial Future (Entrepreneur Mentor Series)

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  • 製本 Paperback:紙装版/ペーパーバック版/ページ数 288 p.
  • 言語 ENG,ENG
  • 商品コード 9781891984976
  • DDC分類 001.068

Full Description


Which is riskier, working as a salaried employee in one company, or striking out on your own?Author Marc Kramer worked for a series of companies, but, through no fault of his own, found job after job being eliminated. His employees would unexpectedly close down branch offers, transfer positions to other cities, or get bought out.Being a prudent and cautious man, Kramer decided there was safety in numbers. "A successful consultant," he reasoned, "takes on five to ten clients, which spreads out one's risk." So he joined the ranks of 6.8 million full-time and 25 million part-time consultants who had come to the same conclusion. Kramer's book is a thorough, sharp-eyed, inside-the-biz look at the world of the consultant. Its insightful chapters outline the steps along the road to success- among them:Developing a business plan Selecting professional advisors Marketing online Finding Clients Making successful sales calls Keeping records Developing killer proposals Building a staff If you've grown tired of working for and depending on the decisions of a single employer, if you feel the need to succeed or fail by virtue of your own efforts and capabilities- and if you've concluded that job security is no longer a realistic excuse for staying put- this is the book you need to read.NER(01): WOW

Table of Contents

Preface                                            vii
Why Did I Become a Consultant? viii
Should You Become a Consultant? ix
Why Write Another Consulting Book? x
Should I Become a Consultant? 1 (17)
Pluses 2 (1)
Minuses 3 (4)
Entrepreneur Self-Assessment 7 (1)
Ten Questions to Ask Yourself When 8 (4)
Considering Becoming a Consultant
Interview with a Successful Consultant 12 (6)
Developing a Business Plan for Success 18 (22)
What Should Be in a Business Plan? 19 (5)
Sample Business Plan 24 (10)
Interview with a Sales Consultant 34 (4)
Chapter Summary 38 (2)
Developing a Company Name 40 (9)
Name Origins 41 (2)
Expert Advice 43 (6)
Seeking Professional Advisors 49 (18)
Accountants, Bankers, and Lawyers 50 (12)
Finding Good Outside Professionals 62 (5)
Setting Up Your Office 67 (14)
Office Necessities 68 (1)
Tips on What to Buy 69 (7)
Connecting to the Outside World 76 (5)
Let Your Prospects Know You Exist 81 (31)
Marketing You 82 (1)
Marketing Plan Elements 82 (25)
Making the Plan Real 107 (5)
On-Line Marketing 112 (19)
Finding a Web Site Developer 114 (2)
Four Steps to Developing a Successful 116 (4)
Web-Site Plan
Web Site Leader 120 (1)
Developing a Request for Proposal 120 (5)
Building Your Own Site 125 (1)
Signing Up with Search Engines 126 (1)
Hosting Charges 126 (5)
How to Find Clients 131 (16)
Selecting and Leveraging Membership 132 (3)
Organizations
Professionals to Target 135 (2)
On-Line Services to Join 137 (1)
On-Line Referral Services 138 (1)
Sales Lead Lists 138 (2)
National, State, and Regional 140 (1)
Organizations to Join
Trade Shows to Attend 141 (6)
How to Make a Successful Sales Call 147 (26)
Developing a Sales Strategy 147 (3)
Prepare for Battle 150 (14)
Client Presentation 164 (4)
Ten Questions to Ask at the First Meeting 168 (5)
Developing, Billing, and Collecting Fees 173 (15)
Financial Requirements 174 (1)
Competition 175 (1)
Fee Development Questions 175 (11)
Show and Tell 186 (2)
Developing Killer Proposals 188 (11)
Stages of Proposal Submission 189 (1)
The Ten Most Important Elements of a 190 (9)
Proposal
Building a Staff 199 (17)
Pros and Cons of Hiring Help 200 (2)
Virtual Consulting Practice 202 (4)
Going the Traditional Route: Hiring 206 (4)
Full-Time Employees
Appraise Yourself 210 (6)
Partnerships 216 (15)
Ten Criteria for Selecting a Partner 217 (2)
Starting a Partnership 219 (4)
Husband-and-Wife Partnerships 223 (4)
Partnership Agreement 227 (4)
Protecting Yourself from Crooked Clients 231 (16)
Ten Personalities to Avoid 232 (4)
Screening Prospective Clients 236 (6)
References 242 (5)
Collecting Bad Debts 247 (8)
Top Ten Client Reasons for Not Paying 248 (3)
Professional Advice on Collecting Debts 251 (4)
Different Ways to Make Money 255 (12)
How to Develop Ideas for New Revenue 256 (2)
Sources
Ten New Sources of Income 258 (9)
Index 267