Table of Contents
Foreword Loida Garcia-Febo, International Librarian, Consultant, and Educator ix
Introduction: How to Use This Book to Get Where You Want to Be Melissa M. Powell, BiblioEase xiii
Chapter 1 Is Consulting Work for You? Nancy Bolt Nancy Bolt & Associates Liz Bishoff, The Bishoff Group 1
Why Do Libraries Hire Consultants? 1
Four Basic Types of Consulting 2
Presenting and Teaching 2
Facilitating or Managing a Process 3
Conducting Research or Evaluation 4
Unique Expertise 4
What Kind of Consultanr Are You? 5
Worksheet A: Deciding Your Consulting Role 5
Worksheet B: Aptitudes Important for Consulting 5
Worksheet C: Putting It All Together 8
Using These Worksheets 8
Challenges You Will Face 10
A Balanced Life 10
Distractions 10
Travel 11
Partnerships 12
Maintaining Your Reputation 14
Dealing with Negative Recommendations 14
Delivering on Contracts 15
Summary 15
Chapter 2 Values-Based Consulting Carson Block, Carson Block Consulting, Inc. 17
What Is "Values-Based Consulting?" 17
"I Want to Be a Consultant" 19
The Why of Values-Based Consulting 22
How Docs This Play Out? 23
You Are the Future of Values-Based Consulting 25
Chapter 3 The Map of Your Marketplace Pat Wagner, Pattern Research, Inc. 27
Part 1 The Independent Point of View: It's Different from Being Employed 27
The Ideal Customer versus the Real Customer 28
How Different Are Potential Customers in Different Library Workplaces? 29
What Works to Find and Reach Them, Regardless of Who They Are 30
How Do They Fir into Your Strategic Plan and Business Model? 31
What Do Potential Customers Have in Common? 32
Part 2 The Customer 37
Individual Customers 37
Library Institutions 38
Conferences 44
Library Support and Membership Organizations 45
Applying Your Skills Outside of the Library Community 47
Conclusion 49
Chapter 4 Know the Numbers That Tell Your Story: The Legal and Financial Aspects of Your New Business Denise Shockley, Independent Consultant 51
Developing a Business Plan 52
Choosing a Business Structure 52
Sole Proprietorship 53
Partnership 54
Corporation 56
Subchapter S Corporation 57
Limited Liability Company 58
Taxes 59
Bookkeeping and Accounting 60
Bank Accounts 60
Bookkeeping and Accounting Basics 61
Conclusion 62
Chapter 5 Company Culture Jamie Hollier Tynan Szvetecz, Commerce Kitchen and Anneal, Inc. 65
What Is Culture? (Hint: Not a Ping Pong Table or a Beer Fridge) 65
How You Do One Thing Is How You Do Everything 66
Seeing Yourself 68
Leadership Styles (Both Internal and External) 68
The Authoritative Leader 69
The Neglectful Leader 70
The Permissive Leader 71
The Authoritarian Leader 73
The People: jazz as a Model 74
The Roles 75
Individual Owner or Partnership 75
Hiring (Fit over Skills, Trust, etc.) 76
Vendors and Partners 77
Where You Are Can Affect How You Are 77
Home Offices 77
Coffee Shops 79
Co-Working Space 80
Your Own Office Space 81
Conclusion 82
Chapter 6 Marketing and Branding Crystal Schimpf, Kixal, Inc. 85
Defining Your Brand 86
Designing a Logo 87
Creating a Web Site 87
Marketing with E-mail 94
Utilizing Social Media 95
LinkedIn 96
Facebook 97
Twitter 98
Instagram 98
SlidcShare 98
Other Social Media Channels 99
General Social Media Tips 99
Targeting Marketing to Specific Audiences 100
Engaging in Voluntcertsm and Professional Activities 100
Networking with Other Professionals 101
Conclusion 103
Chapter 7 Pipelines and Charging for Services Melissa Stockton Quipu Group 105
Pipelines 105
How Much in the Pipeline? 105
How to Fill the Pipeline 107
Responding to an RFP/RF1/RPQ 107
Getting the Word Out 110
Repeat Clients 111
Charging for Services 112
Pricing Models to Think About 113
When and How to Say No 116
Conclusion 117
Chapter 8 Getting It Done: Project Management Tips for Library Consultants Emily Gasper, Suffolk Cooperative Library System 119
Project Management Methodologies 119
Project Management Superstar Tactics 121
Setting the Stage 121
Project Scope 124
Scheduling 127
Communication 131
Building Your Toolbox 133
Epilogue: A Few Last Things Before You Begin Your Journey Melissa M. Powell, BiblioEase 137
Appendix A Specific Types of Consulting 147
Appendix B ASCLA Library Consultants Code of Ethics 149
About the Editor and Contributors 151
Index 155
