Table of contents for How to open & operate a financially successful consulting business : with companion CD-ROM / by Sandy Baker.

Bibliographic record and links to related information available from the Library of Congress catalog.

Note: Contents data are machine generated based on pre-publication provided by the publisher. Contents may have variations from the printed book or be incomplete or contain other coding.

Introduction	9
Chapter 1: Why Consult and When to Consult	10
Why Consult?	10
Do More With Your Talent	10
The Potential Layoff or Job Loss	11
You Are Tired of Working for Someone Else	12
An Additional Income	12
You Want to Contribute More	13
Ask the Hard Questions	13
Is Now the Time to Consult?	15
Professional: You Are Ready	15
Financially: You Are Ready	16
Personally: You Are Ready	17
Chapter 2: What Kind of Consultant Will You Be?	19
Consultants Offer Just About Anything	19
Just What Do Consultants Do?	20
Task 1: Listen for Their Needs	20
Task 2: Get More Details	20
Task 3: Analyze the Components	21
Task 4: Make Recommendations	21
Task 5: Implement the Change	21
Do Not Make These Mistakes	22
Arrogance Will Cost You	22
Do Not Keep Them in the Dark	23
Do Not Go Overboard	23
Do Not Make Promises You Cannot Keep	24
Do Not Give Attention to the Wrong People	24
Chapter 3: Is Consultant Work for You?	26
What Do You Like to Do?	26
I Really Dread It	27
What Do Your Skills Have to Say?	28
Put the Pieces Together	29
Is it Marketable?	30
Decision Time	34
Chapter 4: Making Your Move, Defining Your Transition	37
What You Should Do First	37
Taking Your First Steps: What Are Your Transition Options?	39
Stepping From Employment to a Consulting Firm to Your Own Business	39
Go at It Part-time	40
Full-time on Both Ends	41
Waiting for the Big One	41
Going for It All at Once	42
Getting a Better Understanding	43
Did You Make It?	44
Case Study	46
Chapter 5: Evaluating Your Worth	47
What Clients Think You Are Worth	48
You Do Save a Company Money	50
Are You Priced Well Against Competition?	51
How Will You Be Paid?	53
Pay Me Hourly	54
Pay Me Per Project	55
Pay Me a Retainer	56
When Your Rates Need to Change	56
Why You May Need to Charge More	56
Why You May Need To Reduce Rates	58
When Clients Want a Reduced Rate	59
Your Price Is Set	59
Chapter 6: Writing a Professional Business Plan	61
Five Keys to Success	61
What Is in a Business Plan?	62
Business Plan Contents	62
Elements Found in A Business Plan	63
The Description of Your Business	64
Legal Business Forms	64
Products/Services	66
Defining Your Location	67
Your Marketing Plan	67
Define Who Your Customers Are	68
What Are Your Services?	70
What Is Your Pricing Policy?	70
Advertising and Public Relations	71
The Management Plan	71
The Financial Management Plan	73
Operating Budget	73
Startup Budget	74
Business Plan Resources	75
Chapter 7: Starting Your Consultant Business	75
Governmental Requirements For Business	76
Your State's Registration Process	77
City Business License	77
Sales Tax	78
Other Local Licenses and Requirements	78
Health Department Licenses	78
Fire Department Permits	79
Construction and Building Permits	79
Sign Permits	79
Zoning Requirements	80
Internal Revenue Registration and Alcohol	80
Federal Identification Number: Employee Identification Number	80
State Tax Assistance	81
Chapter 8: Keeping Your Books in Order	83
Business Budgeting for Success	83
Utilize Accounting Software	83
Payroll Planning	84
A Daily Checklist for Your Bookkeeper	85
Handling Taxes in Your Business	86
Forms You May Need	86
Managing Your Cash	87
Being Paid	87
Tips for Using These Methods of Payment	88
Contracts And Payment	89
Chapter 9: Your Budget and Operational Management	90
Develop a Monthly Budget	90
Projecting Revenue	90
Where Are Your Costs?	91
Labor Costs	92
Controllable Operational Costs	92
Fixed Operating Costs	93
What Else?	93
Calculating Profit	94
Summing Up	94
Chapter 10: Establishing Yourself as a Consultant: Time Management, Organization, and Your Image	95
Time Is Money	95
Eight Effective Time Management Tips	96
Organization Is Fundamental	98
An Action Plan	99
Managing Your Schedule	100
Making Your Image Reflect You	101
Professional Image Know-How	102
What Does Your Reputation Say?	103
Case Study	105
Chapter 11: Communicating with Clients from Estimates to Proposals On	107
Six Essential Communication Methods	107
#1: Choose Your Wording Carefully	107
#2: Ask Questions First	107
#3: Show Your Excitement	108
#4: Make It as Simple as Possible	108
#5: Be an Active Listener	108
#6: Get to Know Your Client	108
Tips for Asking Questions	109
Listening: It Is Just as Important as Talking	110
Writing Gets It Straight	111
Be Effective With Your Words	113
Effective Report Writing	114
Writing Progress Reports	115
Writing Final Reports	116
Stand Out From the Rest	118
Oh¿.Those Presentations	119
Chapter 12: The Contract	120
What Is In a Contract?	121
Types of Contracts to Use	122
Understanding Oral Contracts	122
Written Contracts Mean More Security	124
Getting The Contract On Target	125
Chapter 13: Marketing For The Consultant	128
Personal Selling	129
Advertising	130
Public Relations	131
Sales Promotion	133
Referrals and Your Business	134
Tips for Getting Referrals	135
Current Clients	135
Old Clients	135
Use Rewards	136
Use a Database	136
Chapter 14: When It Is Time to Hire a Staff	137
Assistants Change Consultants	137
Contracting Help	138
Hiring Independent Contractors	139
Is It Time to Get an Office?	139
Securing Outside Space	140
When Is It Time to Grow?	142
Conclusion	144
Bibliography	145

Library of Congress Subject Headings for this publication:

Business consultants.
New business enterprises.
Small business -- Management.