Getting Started in Consulting

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Overview

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.
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Getting Started in Consulting

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Overview

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.
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Product Details

  • ISBN-13: 9780471384557
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 8/1/2000
  • Series: Getting Started In..... Series , #33
  • Edition number: 1
  • Pages: 288
  • Product dimensions: 6.12 (w) x 9.24 (h) x 0.73 (d)

Meet the Author

Alan weiss is a consultant, speaker, and bestselling author. His firm, Summit Consulting Group, Inc., has consulted with such clients as Merck, Hewlett-Packard, GE, and Mercedes-Benz, among many others. His thirty other books include the bestseller Million Dollar Consulting. For more information, contact him at his blog, www.contrarianconsulting.com, or Web site, www.summitconsulting.com.

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Table of Contents

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
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Customer Reviews

Average Rating 4
( 8 )
Rating Distribution

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Sort by: Showing 1 – 13 of 8 Customer Reviews
  • Anonymous

    Posted January 2, 2003

    GET STARTED STRATEGICALLY

    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 3 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted August 15, 2014

    Interesting and beneficial

    This contained very helpful and relavent information for someone who is looking to get into consulting.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted September 26, 2011

    If you are looking to get started in Consulting, check this out

    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  No   Report this review
  • Anonymous

    Posted August 31, 2009

    A good read for the beginner consultant

    This book gives practical tips on how much to do when. It gives good marketing advice for wherever you are on the consultant spectrum.

    0 out of 1 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
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    Posted January 15, 2010

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    Posted May 14, 2011

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    Posted August 2, 2011

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    Posted January 20, 2010

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    Posted January 28, 2010

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    Posted September 4, 2011

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    Posted October 27, 2009

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    Posted January 25, 2010

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    Posted January 28, 2010

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