An Insider's Guide to Building a Successful Consulting Practice

An Insider's Guide to Building a Successful Consulting Practice

Authors: Bruce L. Katcher, Adam Snyder
Pub Date: March 2010
Print Edition: $18.95
Print ISBN: 9780814414361
Page Count: 272
Format: Paper or Softback
e-Book ISBN: 9780814414378

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Table of Contents

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

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