Synopses & Reviews
Based on Howard Shenson's wide-ranging expertise, it gives you a real-life, no-holds-barred account of what it's really like to go out on your own and fight to survive—and succeed—in the consulting business. Covers every phase of consulting, from establishing the business and sales and marketing to proposals and presentations, financial issues and client relations. Shenson covers the latest trends in the industry as tracked by his well-known newsletter Professional Consultant and Seminar Business Report and his many contacts in the business.
Table of Contents
Thirteen Keys: Building and Maintaining a Successful Consulting Practice.
Indirect Marketing: Building an Image and Reputation that Encourages Prospects to Seek You Out.
Referral Marketing: Making Your Practice Grow Through Referrals and Recommendations.
Direct Marketing: Using Advertising and Brochures to Promote Your Practice.
Direct Mail Marketing: Selecting and Using Mailing Lists to Market Your Services.
Selling Professional Services: Face-to-Face Methods for Marketing Your Practice.
Practice Management: The Marketing Implications.
Conclusion.
Index.