How to Succeed as an Independent Consultant

( 1 )

Overview

The classic guide to consulting–now updated and more comprehensive than ever!

This latest edition of the independent consultant's bible addresses all the ways the business of consulting has changed since the last edition–including new information on using the Internet for marketing and on the special concerns of internal consultants. Full of no-nonsense, step-by-step techniques for setting up your consultancy ...

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Overview

The classic guide to consulting–now updated and more comprehensive than ever!

This latest edition of the independent consultant's bible addresses all the ways the business of consulting has changed since the last edition–including new information on using the Internet for marketing and on the special concerns of internal consultants. Full of no-nonsense, step-by-step techniques for setting up your consultancy and bringing in clients, this helpful, handy guide will show you how to:

  • Find more leads and close more deals
  • Leverage technology to meet business needs and enhance productivity
  • Market yourself and your services more effectively than ever–online and offline
  • Write effective proposals that sell your ideas
  • Make a winning impression in meetings with new clients
  • Win over clients by knowing what to listen for when discussing potential projects
  • Control your cash flow and spot the warning signs of trouble
  • Excel at public speaking and give killer presentations
  • Negotiate, set fees, and draft contracts so you come out ahead
  • Deal successfully with the IRS
  • Uncover new profit centers you didn't know about

This readable book offers suggestions for succeeding as an independent consultant.

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Product Details

  • ISBN-13: 9780471469100
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 3/5/2004
  • Edition description: Fourth Edition
  • Edition number: 4
  • Pages: 432
  • Sales rank: 577,410
  • Product dimensions: 6.02 (w) x 9.34 (h) x 1.40 (d)

Meet the Author

HERMAN HOLTZ was a nationally recognized authority on business and consulting, and the author of more than forty-five business and professional books.

DAVID ZAHN is a preeminent authority on consulting. He is the cofounder of Clow Zahn Associates, a consultancy whose clients have included Kraft, Coors, Hallmark, RJ Reynolds, Johnson & Johnson, Campbell’s, Tropicana, Dr. Pepper, Ocean Spray, Nabisco, and many others.

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Table of Contents

Preface
Introduction 1
1 What Does (Should) a Consultant Do? 10
2 Seizing Opportunity 27
3 Consulting as a Second Career 38
4 Why Do So Many Consultants Fail? How to Succeed 53
5 A Few Keys to Success 66
6 Founding the Consulting Practice 83
7 Finances, Taxes, and Related Problems 97
8 Marketing and Sales: Finding Leads and Closing Them 112
9 Releases, Brochures, and Other Materials 130
10 The New Marketing 143
11 Marketing to the Public Sector: Federal, State, and Local Government 155
12 Proposal Writing: A Vital Art 170
13 The Initial Meeting With the New Client Or Prospect 199
14 Negotiations, Fees, and Contracts 213
15 Consulting Processes and Procedures 231
16 Final Reports, Presentations, and Other Products 254
17 Fees and Collections 270
18 Skills You Need: Making Presentations 280
19 Skills You Need: Writing 292
20 Additional Profit Centers: Writing for Publication and Self-Publishing 315
21 Additional Profit Centers: Seminars and Public Speaking 337
22 Consulting and New Technologies 355
23 Business Ethics in Consulting 365
24 The Reference File 372
Index 393
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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted May 2, 2005

    A Good Read!

    Take a deep breath and sit where the light is good as author David Zahn (who wrote this with the late Herman Holtz) attempts to describe everything about consulting in 400-plus pages of small type. The book realizes a good bit of its ambitious goal, though not without cost. Information is abundant, but not tidy. In this fourth edition, chapters pile up as the authors add coverage of new technologies to their previous reporting on older forms of media. The result is a big onion: layers and layers of information. Some are useful, topical and important; some dated, redundant or irrelevant. You can skim the parts that don¿t affect you, but a tougher editor would have slimmed it down and combined some basic chapters, such as the extra treatment of marketing and second careers. However, if you persist, you will garner some valuable information, especially about the competitive process of bidding for government consulting contracts. We consider this book worthwhile for those who are serious about becoming consultants. Just be diligent about ferreting out information that is pertinent to you (and bring a magnifying glass).

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
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