The Unbeatable, Updated, Comprehensive Guidebook For First-Time Consultants
Getting Started In Consulting
More people than ever are making the jump from corporate offices to home offices, taking control of their futures, being their own bosses, and starting their own consultancies. Consulting is a bigger business than ever and growing every day.
For almost a decade, Alan Weiss's Getting Started in Consulting has been an indispensable resource for anyone who wants to strike out on his own and start a new consulting business. It provides a rich source of expert advice and practical guidance, and it shows you how you can combine low overhead and a high degree of organization to add up to a six- or even seven-figure income. You'll learn everything you need to know about financing your business, marketing your services, writing winning proposals, meeting legal requirements, setting fees, keeping the books, and much more.
This new Third Edition of Getting Started in Consulting is more comprehensive, up to date, and practical than ever. In addition to the nuts-and-bolts basics, you'll also get a wealth of new information and resources:
If your dream in life is to get out of the office and out on your own, consulting is a great way to make it happen. Make sure you do it right—and do it profitably—with Getting Started in Consulting, Third Edition.
| Introduction to the Second Edition | ||
| Acknowledgments | ||
| About the Author | ||
| Ch. 1 | Establishing Goals and Expectations: You Will Be What You Decide to Be, Nothing Less, Nothing More | 1 |
| Ch. 2 | Physical Space and Environmental Needs: Act Like You Have a Business and You'll Have One | 23 |
| Ch. 3 | Sorting Out the Legal, Financial, and Administrative: First, Let's Kill All the Lawyers | 47 |
| Ch. 4 | Fundamental Marketing: Creating a Gravity for Your Business | 71 |
| Ch. 5 | Advanced Marketing: Creating a Brand | 95 |
| Ch. 6 | Initiating the Sales Process and Acquiring Business: Building Relationships | 117 |
| Ch. 7 | Closing the Sale: How to Write Proposals and Cash Checks | 137 |
| Ch. 8 | Establishing Fees: How to Make Them Beg to Pay You More | 165 |
| Ch. 9 | Moving to the Next Level: How to Grow Your Business Dramatically | 187 |
| Ch. 10 | What Do You Do with Success? How to Continue to Grow by Paying Back | 209 |
| Ch. 11 | The Quick Start: How to Hit Consulting Ground Running at Full Speed | 231 |
| App. A | Business Plan to Attract Investment | 257 |
| App. B | Sample "To Do" Lists | 259 |
| App. C | Office Equipment Recommendations | 261 |
| App. D | Trade Associations, Professional Groups, Publicity Sources | 264 |
| App. E | Sample Biographical Sketch for a New Consultant | 267 |
| App. F | Sample Position Paper: Accepting Equity for Your Services: Or Why the Craps Tables Suddenly Look Good | 269 |
| App. G | Sources for Listings and Advertising | 275 |
| App. H | Sample Magazine Inquiry Letter | 277 |
| App. I | 101 Questions for Any Sales Situation You'll Ever Face | 279 |
| Glossary | 291 | |
| Index | 295 |
Anonymous
Posted January 2, 2003
Don't go in the water without this consulting life preserver if you're just starting out, OR you're not making enough money. This book pulled the entire strategy of developing a top flight practice completely together for me with the why's, what's, and how's. Once you've read this book, move onto the other books by Mr. Weiss. He gives invaluable advice and walks his talk. Each and every time I have contacted him via email, I have been floored that he not only responds to my messages in a thoughtful way, but he does so before I expect it -- and I'm not a client, mentoree, etc. So stop schlepping your services, GET THIS BOOK, follow his advice, and read all the others you can find. NOt only does Getting Started... tell you what to do, it tells you WHY you need to do it and then how to use it. The reason I found this so enlightening is because I came from an industry in which MANAGEMENT SKILLS are avoided like the plague and effective, strategic marketing skills are theories, at best. In fact, if you're working for someone, you'd be wise to get this book and start thinking like you're on your own. After all, it's a guarantee that you will be one day in this marketplace.
2 out of 2 people found this review helpful.
Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.Anonymous
Posted September 26, 2011
I found this to be a good resource to guide me as I considered setting up an independent consulting business. Practical rather than prescriptive advice and guidance. Comprehensive without being authoritative.
Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.Anonymous
Posted August 31, 2009
This book gives practical tips on how much to do when. It gives good marketing advice for wherever you are on the consultant spectrum.
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Posted January 15, 2010
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Posted January 20, 2010
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Posted January 28, 2010
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Overview
The Unbeatable, Updated, Comprehensive Guidebook For First-Time Consultants
Getting Started In Consulting
More people than ever are making the jump from corporate offices to home offices, taking control of their futures, being their own bosses, and starting their own consultancies. Consulting is a bigger business than ever and growing every day.
For almost a decade, Alan Weiss's Getting Started in Consulting ...