The definitive guide to getting out of the office and getting into consulting
Getting Started in Consulting, Fourth Edition is the acclaimed real-world blueprint to professional and financial freedom. For nearly two decades, this invaluable resource has helped thousands of people quit the daily grind and become their own boss. This practical and motivational guide provides the tools and knowledge to control your future and secure your fortune. From establishing goals and sorting out the legal and financial paperwork, to advanced marketing strategies and relationship building techniques, this indispensable book offers step-by-step instructions for you to establish and grow your own consultancy business. This extensively revised and updated fourth edition includes new and expanded coverage on topics including utilizing informal media, changes in legal and financial guidelines, key distinctions of wholesale and retail businesses, and much more.
Author Alan Weiss delivers expert advice on how to combine minimal overhead with optimal organization to produce maximum income. Every step in the process is clearly explained, including financing, marketing, bookkeeping, establishing your fees, and more. This guide is a comprehensive, one-stop source for everything you need to prosper in the rapidly expanding world of private consultancy.
The modern business landscape presents unique opportunities for those willing to take the leap from corporate offices to home offices. Getting Started in Consulting, Fourth Edition is the must-have guide for anyone seeking to cut their own path to their own consulting business.
Getting Started in Consulting| Alan Weiss (Author)| Wiley
Table of Contents
Chapter 1. Your Mindset Will Determine Your Success
The Notion of Value, Support Systems, Basic Necessities, Hitting the Ground Running.
Chapter 2. Barging into the Business
The Concept of Marketing Gravity, Calling Everyone You Know, Making Money by Working for Free (Pro Bono), Networking Is a Process, Not an Event.
Chapter 3. Becoming a Marketer
Creating an Accelerant Curve, Money Talks, Wholesale and Retail, Passive Income.
Chapter 4. Technology for the Next Nine Seconds
The Greatest Technology Myths, The Role of a Website Might Surprise You, Social Media Platforms Are Often Tilted, Remaining Cutting Edge Without Hurting Yourself.
Chapter 5. Finding the Economic Buyer
Saint Paul Was the First Virtual Marketer, HR Stands for “Hardly Relevant”, Charging Past Gatekeepers, The Peerage.
Chapter 6. In the Buyer’s Office
Establishing Trust, Finding Issues and Dynamic Capture, Gaining Conceptual Agreement, Pouring Concrete.
Chapter 7. Closing the Sale
How to Write a Proposal That’s Accepted Every Time, Why Buyers Go Dark, You’re Actually Closing Three Sales; Don’t Lose Two, The Virtual Handshake.
Chapter 8. Paying the Mortgage
How to Establish Value-Based Fees, Fee Formulas, Fifty Factors to Consider, Other Fee Considerations.
Chapter 9. Moving On Up
Fastening the Watertight Doors, Why You Don’t Need a Staff and How to Find Resources, Passive Income Alternatives, Working Globally.
Chapter 10. Living the Dream
Building Your Brand, Moving to Advisory (Vault) Work, Intellectual Property and Thought Leadership, The Essence of a Career.
Appendix A: 101 Questions for Any Sales Situation You’ll Ever Face
Appendix B: Suggested Reading in the Field
Appendix C: Sample Proposal
Appendix D: Sample Long Biographical Sketch
Appendix E: Sample Short Biographical Sketch
Appendix F: Further Resources
Index
LINK FOR THE BOOK