The Business of Consulting

The Business of Consulting : The Basics and Beyond (CD-ROM Included)

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Designed as the go-to reference for managing a consulting business, The Business of Consulting is candid, practical, and eminently useful. Fine-tuned to address the changes in today's business environment, this vital resource outlines the basics for managing a consulting practice and shows how to * Develop a business plan * Market your business * Charge for your services * Build a client relationship * Grow the business * Ensure your continued professional growth * Make money in the profession
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Product details

  • Hardback | 340 pages
  • 210 x 243 x 21mm | 814g
  • Jossey-Bass Inc.,U.S.
  • New York, United States
  • English
  • 2nd Edition
  • 0787994642
  • 9780787994648
  • 1,347,306

Flap copy

The Business of Consulting, Second Edition



When it was first published in 1998, The Business of Consulting became an instant classic among established and aspiring consultants alike. Like the first, this thoroughly revised and updated edition illuminates the day-to-day life of a consultant and shows how to make consulting a successful, fulfilling, and profitable career.



Designed as the go-to reference for managing a consulting business, The Business of Consulting is candid, practical, and eminently useful. Fine-tuned to address the changes in today's business environment, this vital resource outlines the basics for managing a consulting practice and shows how to

Develop a business plan

Market your business



Charge for your services



Build a client relationship



Grow your business



Ensure your continued professional growth



Make money in the profession



No matter if you are a consultant with years of experience under your belt or you are just starting out in your career, The Business of Consulting is the reference you'll turn to again and again. The second edition offers new features, contains the most current information on the topic, and

Addresses dynamic growth areas and trends, such as coaching and new pricing models

Explains how to protect your business with trademarks, contracts, business licenses, and other legal concerns



Offers a wealth of new samples, including contracts, marketing plan templates, sample proposals, and more



Shows how to generate multiple income streams and passive income



Includes advice on balancing a professional consulting life with a personal life



Explores the challenges of conducting international business



The companion CD-ROM contains the worksheets and forms presented in The Business of Consulting. Personalize these tools as needed and print them out in order to project cash flow, track your time, tabulate your expenses, hire a subcontractor, plan your marketing campaigns, and much more!



The Business of Consulting has all the information you need to run your consulting business with confidence.



"Have I got a book for you! Take a look at The Business of Consulting by Elaine Biech. The title notwithstanding, this is really a guide for anyone trying to start a one-person business on a limited budget."
--Anne Fisher, Fortune Magazine
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Back cover copy

"Practical, compassionate, and a good alternative to an MBA."
--Peter Block, author, Flawless Consulting

"Have I got a book for you! Take a look at The Business of Consulting by Elaine Biech. The title notwithstanding, this is really a guide for anyone trying to start a one-person business on a limited budget."
--Anne Fisher, Fortune Magazine

The Business of Consulting, Second Edition

When it was first published in 1998, The Business of Consulting became an instant classic among established and aspiring consultants alike. Like the first, this thoroughly revised and updated edition illuminates the day-to-day life of a consultant and shows how to make consulting a successful, fulfilling, and profitable career.

Designed as the go-to reference for managing a consulting business, The Business of Consulting is candid, practical, and eminently useful. Fine-tuned to address the changes in today's business environment, this vital resource outlines the basics for managing a consulting practice and shows how to Develop a business plan Market your business Charge for your services Build a client relationship Grow your business Ensure your continued professional growth Make money in the profession

No matter if you are a consultant with years of experience under your belt or you are just starting out in your career, The Business of Consulting is the reference you'll turn to again and again. The second edition offers new features, contains the most current information on the topic, and Addresses dynamic growth areas and trends, such as coaching and new pricing models Explains how to protect your business with trademarks, contracts, business licenses, and other legal concerns Offers a wealth of new samples, including contracts, marketing plan templates, sample proposals, and more Shows how to generate multiple income streams and passive income Includes advice on balancing a professional consulting life with a personal life Explores the challenges of conducting international business

The companion CD-ROM contains the worksheets and forms presented in The Business of Consulting. Personalize these tools as needed and print them out in order to project cash flow, track your time, tabulate your expenses, hire a subcontractor, plan your marketing campaigns, and much more!

The Business of Consulting has all the information you need to run your consulting business with confidence.
show more

Table of contents

List of Exhibits on the CD-ROM xv Foreword, by Jim Kouzes xix Preface xxiii ONE So You Want to Be a Consultant 1 What Is Consulting? 1 Four Ways to Get Started 2 Why Consulting Now? 7 Myths About Consulting 13 Rewards and Realities of Consulting 18 Just What Are You Getting Yourself Into? 20 TWO Talents and Tolerance 25 Skills for Success 26 Personal Characteristics of Successful Consultants 29 Roles You May Play 30 Signs of a Mediocre Consultant 32 Your Personal Situation 33 Caution: Business Owner Ahead 35 Entrepreneurial Characteristics 35 THREE Dollars and Sense 41 How Much Money Do You Require? 41 How Much Should You Charge? 44 Selecting a Pricing Structure 51 Other Pricing Decisions 54 Other Charges 55 Fee Increases 57 Ethics of Pricing 58 Money Discussions 60 Value of a Guarantee 61 FOUR Starting ... 63 What's in a Name? 64 Choosing an Accountant 66 Business Structure 67 Business Plans 69 Start-Up Costs 86 Your Niche 87 Your Image 88 Experience 93 FIVE ... And Staying in Business 99 A Marketing Plan 100 Do I Need a Website? 107 Surprising but Practical Thoughts on Marketing 108 113 Tactics for Low-Budget Marketing 114 Contacts with Potential Clients 122 Proposals and Contracts 132 How to Refuse an Assignment 140 Ways to Stay in Business 146 SIX The Cost of Doing Business 147 Plan for the Worst 148 Watch Your Cash Flow 149 Track Expenses 156 Set Aside Petty Cash 163 Charge Your Client 166 Project Revenues 170 Deal with Bad Debts 172 Keep an Eye on Your Numbers 172 Protect Your Capital Investments 176 SEVEN Building a Client Relationship 179 The First Meeting 181 Four Phases of Building a Client-Consultant Partnership 182 How to Improve the Relationship Continuously 194 It's the People 197 How to Maintain the Relationship After the Project Is Finished 197 More Value for the Client 198 How Many Clients Do I Need? 200 Ensure Success 200 EIGHT Growing Pains 203 Adding People 204 Growing Without Adding People 218 Expand Your Geographical Market 227 Do Everything You Can to Grow Your Current Business 229 Final Thoughts 230 NINE The Ethics of the Business 231 Consultant to Client 232 Consultant to Consultant 238 Client to Consultant 242 Code of Ethics 243 TEN Exude Professionalism 245 Measuring Up 246 Continuing to Learn 252 Balancing Your Life and Your Business 255 Managing Your Time 258 Giving Back 265 A Personal Checkup 265 ELEVEN Do You Still Want to Be a Consultant? 267 A Week in a Consultant's Life 268 Visualizing Success 278 Taking Action 282 Getting Ready 282 Reading List 287 Index 289 About the Author 299 How to Use the CD-ROM 301
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About Elaine Biech

Elaine Biech is president and managing principal of ebb associates, inc., a strategic implementation, leadership development, and experiential learning consulting firm. She has consulted to a diverse range of industries including health care institutions, insurance, banking, ship building, manufacturing, government, and nonprofit organizations. Biech is the author and editor of dozens of articles and books including Marketing Your Consulting Services, Training for Dummies, and 90 World-Class Trainers.
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Rating details

65 ratings
3.75 out of 5 stars
5 20% (13)
4 43% (28)
3 31% (20)
2 5% (3)
1 2% (1)
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