Descripciones mejoradas de Syndetics:

Consulting is clearly one of today's most rapidly growing and changing fields, with total worldwide revenues expected to reach over $100 billion in the year 2001. With more companies outsourcing many functions and a growing population of professionals pursuing the dream of self-employment, there is a great demand for information on how to start a consulting practice.

This book provides focused, practical guidance on beginning a consulting business that teaches you how low overhead and a high degree of organization can translate into a six-figure income--in many cases, while working from a home office. Along with a wealth of helpful charts and tables, here is comprehensive coverage of essential areas such as:
* How to finance a consulting practice
* Marketing consulting services to corporate clients
* Writing proposals that sell
* Legal requirements for consulting practices
* Fee setting, billing, bookkeeping, and more

From downsized managers and executives, to retired professionals seeking a second career, consultants in large organizations who want their own practice, employed managers seeking greater employment security, to entrepreneurs, MBA and similar graduates who desire an independent future, and those who seek to establish a part-time practice, Getting Started in Consulting will prove an invaluable resource to attaining their goals.

Tabla de contenidos provista por Syndetics

• Introduction to the Second Edition
• Acknowledgments
• About the Author
• Chapter 1 Establishing Goals and Expectations
• You Will Be What You Decide to Be, Nothing Less, Nothing More
• Starting at Square Zero: Financial Needs
• Personal Attributes: The Investment from Within
• Time Use: There's No Such Thing as Not Having Enough Time
• Focus: We're All Working Part-Time
• Why Collaboration Can Kill You
• Summary
• Notes
• Chapter 2 Physical Space and Environmental Needs
• Act Like You Have a Business and You'll Have One
• Alternative Work Spaces
• The Basics around You
• Beyond the Basics
• Communicating at the Speed of Light
• Getting Some Help from Some Friends
• Notes
• Chapter 3 Sorting Out the Legal, Financial, and Administrative
• First, Let's Kill All the Lawyers
• Legal Requirements and Organizational Options
• Accounting, Financial, and Tax Matters-Exploiting Opportunities
• Finding a Banker and Obtaining Credit
• Other Professional Help
• Notes
• Chapter 4 Fundamental Marketing
• Creating a Gravity for Your Business
• Creating a Press Kit
• Stationery and Related Image Products
• Networking
• Pro Bono Work
• Listings, Ads, and Passive Sources
• Summary
• Notes
• Chapter 5 Advanced Marketing
• Creating a Brand
• Establishing a Web Site
• Publishing
• Obtaining Media Interviews
• Speaking
• Newsletters
• Notes
• Chapter 6 Initiating the Sales Process and Acquiring Business
• Building Relationships
• Finding the Right Buyer
• What to Do about Gatekeepers
• Gaining Conceptual Agreement
• Creating a Succession of "Yeses"
• Notes
• Chapter 7 Closing the Sale
• How to Write Proposals and Cash Checks
• The Nature of Excellent Proposals
• The Nine Steps of Great Proposals
• When to Follow Up
• Six Rules for a Command Appearance
• Ten Steps to Follow If the Buyer Is Unresponsive
• Horrors, What If the Buyer Says "No!": Six Steps to Redemption
• Notes
• Chapter 8 Establishing Fees
• How to Make Them Beg to Pay You More
• The Fallacy and Lunacy of Time-Based Fees and Per Diems
• Preparing and Educating the Client
• Forty Ways to Increase Your Fees
• Summary
• Notes
• Chapter 9 Moving to the Next Level
• How to Grow Your Business Dramatically
• Finding Resources: The Pros and Cons of Staffs
• Business Planning
• Creating Passive Income
• Working Internationally
• Investing in Longer-Term Potential
• Notes
• Chapter 10 What Do You Do with Success?
• How to Continue to Grow by Paying Back
• Maximize Retirement Investing
• Mentoring
• Professional Growth
• Retainers
• Selective Project Acquisition
• Travel
• Celebrity Status
• Life Balance
• The Firm's Future
• Giving Back
• Notes
• Chapter 11 The Quick Start
• How to Hit the Consulting Ground Running at Full Speed
• First Dimension: Creating Infrastructure
• Second Dimension: Reaching Out for Business
• Marketing Technique 1: Call Everyone You Know
• Marketing Technique 2: Target Twelve
• Marketing Technique 3: Focused Prospecting
• Quick Start, Full-Speed Mileposts and Dangers
• Summary
• Notes
• Appendixes
• A Business Plan to Attract Investment
• B Sample "To Do#8

Notas de autor provistas por Syndetics

Alan Weiss, Ph.D., is president of Summit Consulting Group, former vice president of the international training firm Kepner-Tregoe, and a star on the speakers circuit. He is the author of more than 400 articles and ten books, which include Best Laid Plans, Money Talks, Our Emperors Have No Clothes, and Million-Dollar Consulting. Dr. Weiss resides in East Greenwich, Rhode Island.

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