High Income Consulting: How to Build and Market Your Professional Practice

High Income Consulting: How to Build and Market Your Professional Practice

by Tom Lambert

Paperback(REV)

$19.95

Product Details

ISBN-13: 9781857881691
Publisher: Nicholas Brealey Publishing
Publication date: 10/01/1997
Edition description: REV
Pages: 340
Product dimensions: 6.06(w) x 9.02(h) x 1.18(d)

Table of Contents

Preface to the Second Edition
Introduction ..... 1

Part I: Building Your Practice ..... 15
Chapter 1: To Be or Not To Be ..... 15
Chapter 2: Beginners Only ..... 42
Chapter 3: Consultancy at Work ..... 56
Chapter 4: Networking for Synergy ..... 80
Chapter 5: Business-Winning Proposals and Other Ways of Getting Paid ..... 85
Chapter 6: Setting and Divulging Your Fees ..... 100
Chapter 7: The Contract ..... 115

Part II: Marketing Your Practice ..... 128
Chapter 8: Tactical Marketing ..... 128
Chapter 9: Making Your Brochure Work For You ..... 155
Chapter 10: Advertising for the Professions ..... 164
Chapter 11: Referral Business Is Great Business ..... 185
Chapter 12: Selling Your Skills ..... 193

Part III: Advanced Skills ..... 222
Chapter 13: Consultancy Roles ..... 222
Chapter 14: Outline Strategies for Each Stage of the Assignment ..... 231
Chapter 15: Avoiding Problems ..... 249
Chapter 16: Loving Them to Death Is Not Enough ..... 264

Part IV: The Consultant's Toolkit ..... 285
Chapter 17: Proven Tactics for Marketing Your Practice ..... 285

Glossary ..... 307
Bibliography ..... 331
Seminars for Professionals ..... 337

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