Million Dollar Consulting Toolkit: Step-by-Step Guidance, Checklists, Templates, and Samples from The Million Dollar Consultant

ISBN-13: 9780471740278 / Angielski / Miękka / 2005 / 256 str.

Inc.) Weiss Alan (Summit Consulting Group

Opis

The practical toolbox for readers of Million Dollar Consulting

This useful guide provides specific checklists, guidelines, templates, and actual examples for every step of the consulting process. It covers marketing, sales, meetings, implementation, follow-up, invoicing, practice management, insurance, equipment, subcontracting, and scores of other elements. Thousands of people have bought Weiss's Million Dollar Consulting and started their own consultancy. Now, this handy resource goes hand-in-hand to provide all the tools new consultants need to enact all the recommendations and ideas in Million Dollar Consulting.

Alan Weiss, PhD (East Greenwich, RI), has consulted for hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, Chase, American Press Institute, and the Times-Mirror Group. He is the author of 12 books, including Getting Started in Consulting (0-471-47969-1) and Organizational Consulting (0-471-26378-8).

Spis treści

Acknowledgments.

Introduction.

SECTION 1: Office and Practice Management.

Equipment Checklist and Commentary.

Client File Checklist and Commentary.

Insurance Checklist and Commentary.

Professional Assistance Checklist and Commentary.

Time and Space Allocation Checklist and Commentary.

SECTION 2: Sales and Marketing.

Web Site Checklist and Commentary.

E–Mail Checklist and Commentary.

Press Kit Checklist and Commentary.

Sample Biographical Sketch.

Sample Character Reference.

Proposal Checklist and Commentary.

Proposal Template.

Proposal Cancellation Clauses Templates.

Simple Letter of Agreement Template.

Cold Call Telephone Script Checklist and Commentary.

Cold Call Telephone Script.

Cold Call Letter Checklist and Commentary.

Cold Call Letter.

Meeting Preparation Checklist and Commentary.

Networking Checklist and Commentary.

Networking Follow–Up Note.

Advertising and Listings Checklist and Commentary.

Sample Advertisement.

Fee Setting Checklist and Commentary.

Closing the Sale Checklist and Commentary.

SECTION 3: Self–Development.

Reading Materials Checklist and Commentary.

Associations Evaluation Checklist and Commentary.

Rebutting Objections Checklist and Commentary.

Learning from Setbacks Checklist and Commentary.

SECTION 4: Travel.

Clubs Checklist and Commentary.

Transportation and Lodging Checklist and Commentary.

Road Warrior Support Checklist and Commentary.

SECTION 5: Project Delivery.

Sponsor Checklist and Commentary.

Interview Checklist and Commentary.

Focus Group Checklist and Commentary.

Template for Focus Group Rules.

On–Site Observation Checklist and Commentary.

Coaching Checklist and Commentary.

Coaching Rules of Engagement Template.

Debriefings Checklist and Commentary.

Report Checklist and Commentary.

Client Satisfaction Survey Template.

SECTION 6: Forms.

Invoices.

Invoice Template.

Expense Reimbursement.

Expense Reimbursement Template.

Overdue Payments.

Overdue Payments Template.

Writing an Article Checklist and Commentary.

Template for an Article.

Letter to Magazine Editor Template.

Subcontracting.

Subcontracting Contract Template.

Follow–Up Letters.

Follow–Up Template for New Prospects.

Follow–Up Template for Failure to Make Contact.

SECTION 7: Financial.

Taxes Checklist and Commentary.

Investment Checklist and Commentary.

Retirement Checklist and Commentary.

Credit Line Checklist and Commentary.

Bookkeeping Checklist and Commentary.

Payroll Checklist and Commentary.

SECTION 8: Legal.

Incorporation Checklist and Commentary.

Trademark, Service Mark, Registration Checklist and Commentary.

Copyright Checklist and Commentary.

Contracts Checklist and Commentary.

SECTION 9: Advanced Marketing.

Publishing Articles and Columns Checklist and Commentary.

Inquiry Letter Template.

Template for an Article.

Book Publishing Checklist and Commentary.

Template for Book Preparation.

Template for a Book Proposal.

Letter to a Literary Agent Template.

Interview Checklist and Commentary.

Interview Response Template.

Radio Interview Request Template.

Professional Speaking Checklist and Commentary.

Speech Development Template.

Speech Evaluation Template.

Promoting Public Speaking Template.

Speakers Bureau Inquiry Letter Template.

Letter to Trade Association Director Template.

Letter to Visitors or Convention Bureau Template.

Speaking Contract Template.

Advance Speaking Requirements Template.

Speaking Requirements Sheet Template.

Speech Introduction Template.

Newsletter Checklist and Commentary.

Newsletter Format Template.

Newsletter Subscription Offer Template.

Forecasting Checklist and Commentary.

Forecasting Template.

Qualifying System Template.

Referrals Checklist and Commentary.

Referrals Request Template.

Repeat Business Checklist and Commentary.

Repeat Business Suggestion Template.

Passive Income Checklist and Commentary.

Teleconference Template.

International Business Checklist and Commentary.

Alliances Checklist and Commentary.

Retainers.

SECTION 10: Maximizing Success.

Life Balance Checklist and Commentary.

Reinvention Checklist and Commentary.

Selling Your Firm Checklist and Commentary.

APPENDIX.

Example of Trademark Registration.

Example of Web Site Home Page.

Bibliography.

General Business and Consulting.

Cold Calls.

Publishing Assistance.

101 Questions for Any Sales Situation You ll Ever Face.

Sample Position Paper or White Paper.

Index.

About the Author.

O autorze

ALAN WEISS, PhD, has consulted for hundreds of organizations around the world, including Mercedes–Benz, Hewlett–Packard, Merck, JPMorgan Chase, American Press Institute, and the Times–Mirror Group. He is the author of twenty–four books published in seven languages, including Getting Started in Consulting and Organizational Consulting, both from Wiley.

Blurb

The essential resource for beginning consultants

Alan Weiss is one of the most successful consultants in the world. Through his popular books on the subject including Million Dollar ConsultingTM and Getting Started in Consulting he has helped thousands of people start and run their own successful consulting businesses.

Now, with Million Dollar ConsultingTM Toolkit, Weiss provides a one–of–a–kind resource that goes hand in hand with his own books or any other guide to starting your own consultancy. This handy kit is packed with flexible, customizable tools for implementing all the recommendations and ideas you′ll find in Weiss′s other books. It offers a wide range of options, so you can pick what′s right for you and succeed on your own terms.

Inside, you′ll find checklists, guidelines, forms, templates, examples, suggested reading material, and other helpful resources that cover virtually every aspect of your consultancy, including:

• Managing your office or home practice
• Marketing and selling your services
• Traveling for business
• Managing your own Web site
• Balancing life and work
• Delivering projects on time and on budget
• Dealing with financial and legal considerations
• Finding new leads and repeat business
• And much more!

The tools and tips in this book will save you time and money, and help you maximize your profits. Packed with expert advice from a successful consultant and unbeatable tools you won′t find anywhere else, Million Dollar ConsultingTM Toolkit gives you everything you need to stop dreaming about your own practice and start practicing it.