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An Insider's Guide to Building a Successful Consulting Practiceby Bruce Leslie Katcher
Synopses & Reviews
Do you relish your independence and autonomy? Are you looking for a job that makes use of your energy and expertise? How about a career that allows you to avoid the incessant layoffs due to downsizing, mergers, and acquisitions?
Whether you’re an experienced independent consultant, just beginning your career, interested in consulting part time, or tired of working for other people, An Insider’s Guide to Building a Successful Consulting Practice is the reference for you.
This practical, comprehensive guide gives you everything you need to understand the economic realities of independent consulting; choose the right business model; develop and implement a marketing plan; market your services through writing, speaking, and networking; write proposals that lead to business; and much more.
Each chapter is self-contained and can be used as a reference to address a particular area of interest or problem. Every chapter also begins with a real-life story that focuses on a specific challenge.
In addition, the book includes a special survey, conducted by the author, of The Consulting 200™, a group of successful independent consultants. Interspersed throughout the book are their responses to such questions as:
• Why they went independent
• How long it took to recover full income from their previous job
• What types of insurance they purchased in their first year
• How they charge for their services
Bruce Katcher, Ph.D., is an industrial/organizational psychologist and founder and president of The Discovery Consulting Group, Inc., a management consulting firm based in Sharon, Massachusetts. He has consulted to more than 100 clients and authored the award-winning book, 30 Reasons Employees Hate Their Managers: What Your People May Be Thinking and What You Can Do About It. In addition, he offers training and mentoring to aspiring and experienced independent consultants. Learn more at CenterForIndependentConsulting.com.
Adam Snyder is a freelance business writer based in New York. He has been published in dozens of national business publications, written numerous business books, and is president of Rembrandt Films (www.Rembrandtfilms.com).
Book News Annotation:
Katcher, an industrial/organizational psychologist who runs a management consulting firm, and Snyder, a freelance business writer, offer a guide for independent consultants and those wishing to enter the field to aspects of consulting, including the economic realities; choosing a business model; finding a niche; establishing credibility; developing and implementing a marketing plan; marketing through writing, speaking, and networking; writing business proposals; selling services; delivering results and making sure recommendations are implemented; avoiding problems with motivation, loneliness, and money; and conducting research. Advice drawn from a survey of 200 consultants is interspersed throughout. Annotation ©2011 Book News, Inc., Portland, OR (booknews.com)
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.
About the Author
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).
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