An Insider's Guide to Building a Successful Consulting Practice

ISBN-13: 9780814414361 / Angielski / Miękka / 2010 / 272 str.

Bruce L Katcher

Opis

Whether you're a beginner just starting up a consulting practice, or a veteran looking for ways to invigorate your existing business, An Insider's Guide to Building a Successful Consulting Practice is an invaluable resource. Featuring real stories from consultants in diverse industries, the book offers simple yet powerful ways to: Identify a market and narrow your focus - Make a smooth transition from employee to independent consultant - Sell effectively even if you've never sold before - Establish visibility through speaking, writing, and networking - Build credibility by leveraging the credibility of others - Set prices based on value - Develop a marketing strategy and divide your time between marketing and delivering your services - Keep plenty of work in your pipeline - Adapt and thrive in any market condition - And much more Complete with the results of an original survey of 200 successful independent consultants, this handy guide provides the kind of real-life advice you need to build a thriving business.

Spis treści

Contents

INTRODUCTION I-1

PART 1 CHARGING YOUR BATTERY 1
CHAPTER 1 DECIDING WHICH IS BEST FOR YOU: EMPLOYEE, CONTRACTOR,
OR CONSULTANT 2

CHAPTER 2 UNDERSTANDING THE ECONOMIC REALITIES OF
INDEPENDENT CONSULTING 15

CHAPTER 3 FOCUSING YOUR WORK ON A SPECIFIC PROBLEM OR
NICHE 27

CHAPTER 4 CHOOSING A BUSINESS MODEL 34

CHAPTER 5 ESTABLISHING YOUR CREDIBILITY 59

PART 2 MARKETING YOUR CONSULTING SERVICES 67

CHAPTER 6 DEVELOPING AND IMPLEMENTING A MARKETING PLAN 68

CHAPTER 7 MARKETING DIRECTLY TO PROSPECTS 79

CHAPTER 9 MARKETING YOUR CONSULTING THROUGH SPEAKING 117

CHAPTER 10 MAINTAINING YOUR VISIBILITY 126

CHAPTER 11 MARKETING YOUR SERVICES THROUGH NETWORKING 143

CHAPTER 12 SELLING YOUR CONSULTING SERVICES 152

CHAPTER 13 WRITING PROPOSALS THAT LEAD TO BUSINESS 163

PART 3 KEEPING THE GAS TANK FILLED 171

CHAPTER 14 DELIVERING TANGIBLE RESULTS 172

CHAPTER 15 MAKE CERTAIN YOUR RECOMMENDATIONS ARE
IMPLEMENTED 178

CHAPTER 16 MAXIMIZING THE VALUE OF NETWORKING MEETINGS 184

CHAPTER 17 MARKETING EVEN WHEN YOU'RE BUSY 189

PART 4 AVOIDING ROAD HAZARDS 195

CHAPTER 18 LOSING YOUR MOTIVATION 196

CHAPTER 19 BECOMING LONELY 200

CHAPTER 20 DILUTING YOUR BUSINESS MODEL 205

CHAPTER 21 CHARGING TOO LITTLE 210

CHAPTER 22 CHASING PROSPECTS 215

PART 5 GETTING MORE MILEAGE OUT OF YOUR
BUSINESS 221

CHAPTER 23 TAKING STOCK OF WHAT'S WORKING AND WHAT'S
NOT 222

CHAPTER 24 ESTABLISHING A BOARD OF ADVISERS 227

CHAPTER 25 CONDUCTING RESEARCH 232

CHAPTER 26 MAINTAINING READINESS TO ADAPT TO CHANGE 237

CONCLUSION 241

RECOMMENDED READING 244
INDEX 247
ABOUT THE AUTHORS 253

O autorze

BRUCE L. KATCHER, PH.D., (Sharon, MA) is founder and president of The Discovery Consulting Group. His client list covers a broad range, from Fortune 500 names such as Revlon, Johnson Johnson, Alcoa, and Merck to successful smaller companies. He is the author of the award-winning book 30 Reasons Employees Hate Their Managers (978-0-8144-0915-2).

Adam Snyder is avid writer and ghostwriter with Kevin Anderson & Associates. He has written more than a dozen books with top CEOs, been published in multiple national magazines, and he just completed his second novel. He is also president of the academy-award winning company, Rembrandt Films. Since selling their home in the NY Metro area in 2016, he and his wife have been living an untethered life in beautiful places with high speed WiFi.