How to make it big as a consultant

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Title:

Author:

Cohen, William A., 1937-

ISBN:

9780814410325

Personal Author:

Cohen, William A., 1937-

Edition:

4th ed.

Publication Information:

New York : American Management Association, c2009.

Physical Description:

xix, 332 p. : ill. ; 23 cm.

Contents:

Preface. The World's Foremost Consultant and His Impact on This Book -- 1. The Business of Consulting -- 2. How to Get Clients: Direct Marketing Methods -- 3. How to Get Clients: Indirect Marketing Methods -- 4. Marketing Consultant Services to the Public Sector -- 5. Making the Initial Interview a Success -- 6. How to Write a Proposal -- 7. Pricing Your Services -- 8. What You Must Know About Consulting Contracts -- 9. Planning and Scheduling the Consulting Project -- 10. Negotiating with Your Client -- 11. How to Easily Solve Your Client's Problems -- 12. How to Research -- 13. The Importance of Ethics in Consulting -- 14. Making Professional Presentations -- 15. How the Computer Has Changed Consulting -- 16. The Internet and Consulting -- 17. How to Run Your Consulting Business -- 18. Developing Strategies for Your Client -- 19. How to Lead Consulting Teams -- 20. Personal Consulting: Counseling and Coaching -- App. A. References Useful to Consultants.

App. B. Sample Consultant's Brochure -- App. C. The Consultant's Questionnaire and Audit -- App. D. Associations of Consultants.

Subject Term:

Business consultants.

Electronic Access:

Table of contents only http://www.loc.gov/catdir/toc/fy1001/2008048569.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168025530698	001 C678H 2009	1	Searching... Unknown

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Summary

Getting started in consulting can be a tricky prospect. How much should you charge? What type of language should exist in the contract? How can you find clients? Written by a veteran consultant with hundreds of consulting engagements to his credit, How to Make it Big as a Consultant is filled with detailed advice on every aspect of starting up and maintaining a highly lucrative consulting career. The book helps readers:

* get a handle on the legal, tax, and insurance issues involved in setting up and running the business

* understand what clients really need

* create the structure for an assignment (proposals, pricing, contracts, scheduling)

* market the business

* solve clients' problems using the Harvard Case Study Method

Completely updated and revised throughout, the fourth edition features new chapters on developing strategies for clients, leading consulting teams, and more. This trusted guidebook will help any aspiring reader become the kind of outstanding consultant that clients will turn to again and again.