Table of contents for Getting started in consulting / Alan Weiss.

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.


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TABLE OF CONTENTS
Introduction to the third edition
About the author
Other works by Alan Weiss
Acknowledgments
Chapter 1: Establishing Goals and Expectations (Including Your Own)
You will be what you decide to be, nothing less, nothing more
¿ Starting at square zero: financial needs
¿ Personal attributes: the investment from within
¿ Focus: we're all working part-time
¿ Why collaboration can kill you
¿ Summary
¿ Questions and Answers
Chapter 2: Physical Space and Environmental Needs
Act like you have a business and you'll have one
¿ Alternative work spaces
¿ The basics around you
¿ Beyond the basics
¿ Communicating at the speed of light
¿ Getting some help from some friends
¿ Questions and Answers
Chapter 3: Sorting Out the Legal, Financial, and Administrative
First, let's kill all the lawyers
¿ Legal requirements and organizational options
¿ Accounting, financial, and tax matters¿exploiting opportunities
¿ Finding a banker and obtaining credit
¿ Other professional help
¿ Questions and Answers
Chapter 4: Marketing 101
Creating a marketing gravity for your business
¿ Creating a press kit
¿ Stationery and related image products
¿ Networking
¿ Pro bono work
¿ Listings, ads, and passive sources
¿ Summary
¿ Questions and Answers
Chapter 5: Advanced Marketing
Creating a brand¿
¿ Establishing a web site
¿ Publishing
¿ Obtaining media interviews
¿ Speaking
¿ Newsletters
¿ Questions and Answers
Interlude: Leveraging Technology
How to get started at the speed of light
¿ The importance of being earnest
¿ The budget sampler
¿ Best practices in leverage
Chapter 6: Initiating the Sales Process and Acquiring Business
Building relationships
¿ Finding the right buyer
¿ What to do about gatekeepers
¿ Gaining conceptual agreement
¿ Creating a succession of "yeses"
¿ Questions and Answers
Chapter 7: Closing the Sale
How to write proposals and cash checks
¿ The nature of excellent proposals
¿ The nine steps of great proposals
¿ When to follow up
¿ Eight rules for a command appearance
¿ Ten steps to follow if the buyer is non-responsive
¿ Horrors, what if the buyer says "NO": six steps to redemption
¿ Questions and Answers
Chapter 8: Establishing Fees
If you bill by the hour you cheat your client and yourself
¿ The fallacy and lunacy of time-based fees and per diems
¿ Preparing and educating the client
¿ Fifty-one ways to increase your fees
¿ Summary
¿ Questions and Answers
Chapter 9: Moving to the Next Level
You may be ready for dramatic growth before you know it
¿ Finding resources: the pros and cons of staffs
¿ Business planning
¿ Creating passive income
¿ Working internationally
¿ Investing in longer term potential
¿ Summary
¿ Questions and Answers
Chapter 10: Giving Yourself Permission to Succeed
How to continue to grow by paying back
¿ Maximize retirement investing
¿ Mentoring
¿ Professional growth
¿ Retainers
¿ Selective project acquisition
¿ Travel
¿ Celebrity status
¿ The firm's future
¿ Giving back
¿ Questions and Answers
Chapter 11: The Quick Start
How to hit the consulting ground running at full speed
¿ First dimension: creating infrastructure
¿ Second dimension: reaching out for business
¿ Summary
* Questions and Answers
Appendices
A. Business Plan to Attract Investment
B. Sample "To Do" Lists
C. Office Equipment Recommendations
D. Trade Associations, Professional Groups, Publicity Sources
E. Sample Biographical Sketch for a New Consultant
F. Sample Position Paper
H. Sample Magazine Inquiry Letter
I. Glossary

Library of Congress Subject Headings for this publication:

Business consultants -- Handbooks, manuals, etc.
Consultants -- Marketing -- Handbooks, manuals, etc.