Synopses & Reviews
One of the biggest names in the consulting business shows you everything you need to get started—and succeed!
Packed with expert advice, helpful tips, and industry secrets to successful self-marketing, this guide—an abridged version of the bestselling How to Succeed as an Independent Consultant—gives you the crucial tools and techniques you need to both survive and thrive in this highly competitive field. From founding your business to writing proposals to negotiating fees, The Concise Guide to Becoming an Independent Consultant has complete, up-to-date details on:
- Determining the right fields and services for consulting.
- The most common mistakes made by new consultants and the ten laws of survival.
- Finances, taxes, and potential legal issues for consultants.
- Marketing to the public sector, including federal, state, and local government.
- Proposal formats and rationales.
- Alternatives to formal contract documents and letters of agreement.
- Vital consulting skills necessary for draft writing and presentations.
- How to be a cyberspace consultant.
This will be a modified version of How to Succeed as an Independent Consultant, 3e, which has sold 175,000 copies in three editions, of which almost 30,000 copies have been sold in the third edition published in '93. Our goal here, which maintains the integrity of the book, is to eliminate sections which are only tangentially of interest. New chapters will deal with new marketing techniques and cyberspace consultants. Numerous other chapters will be substantially updated. Chapters deemed no longer necessary will be eliminated: Additional Profit Centers, Business Ethics, and The Reference File.
About the Author
HERMAN HOLTZ is one of America's leading experts on business and consulting. Holtz has been a consultant to such companies as IBM, GE, Dun and Bradstreet, Chrysler, as well as to the EPA, OSHA, and Georgetown University, and is the author of more than twenty bestselling books on consulting, marketing, and sales. Some of his most recent books include How to Succeed as an Independent Consultant, Third Edition; The Consultant's Guide to Proposal Writing, Third Edition; The Independent Consultant's Brochure and Letter Handbook; and The Business Plan Guide for Independent Consultants, all published by Wiley.
Table of Contents
What Does (Should) a Consultant Do?
Seizing Opportunity: Capitalizing on Beginnings.
Consulting as a Second Career.
Why Do So Many Consultants Fail?: How to Succeed.
A Few Keys to Success.
Founding the Consulting Practice.
Finances, Taxes, and Related Prioblems.
Marketing and Sales: Finding Leads and Closing Them.
Releases, Brochures, and Other Materials.
The New Marketing.
Marketing to the Public Sector: Federal, State, and Local Government.
Proposal Writing: A Vital Art.
The Initial Meeting.
Negotiations, Fees, and Contracts.
Consulting Processes and Procedures.
Final Reports, Presentations, and Other Products.
Fees and Collections.
Consultant Skills You Need: Making Presentations.
Skills You Need: Writing.
Technological Assets for the Independent Consultant.