- Copyright
- Introduction to the Third Edition
- About the Author
- Acknowledgments
- 1. Establishing Goals and Expectations (Including Your Own): You Will Be What You Decide to Be, Nothing Less, Nothing More
- 2. Physical Space and Environmental Needs: Act Like You Have a Business and You'll Have One
- 3. Sorting Out the Legal, Financial, and Administrative: First, Let's Kill All the Lawyers
- 4. Marketing 101: Creating a Market Gravity for Your Business
- 5. Advanced Marketing: Creating a Brand
- Leveraging Technology: How to get Started at the Speed of Light
- 6. Initiating the Sales Process and Acquiring Business: Building Relationships
- 7. Closing the Sale: How to Write Proposals and Cash Checks
- 7.1. The Nature of Excellent Proposals
- 7.2. The Nine Steps of Great Proposals
- 7.3. When to Follow Up
- 7.4. Eight Rules for a Command Appearance
- 7.5. Ten Steps to Follow if the Buyer is Unresponsive
- 7.6. Horrors, What if the Buyer Says "No!": Six Steps to Redemption
- 7.7. Notes
- 7.8. Questions and Answers
- 8. Establishing Fees: If You Bill By The Hour, You Cheat Your Client and Yourself
- 9. Moving to the Next Level: You May Be Ready for Dramatic Growth Before You Know It
- 9.1. Finding Resources: The Pros and Cons of Staffs
- 9.1.1. Rule 1: Implementers Are a Dime a Dozen
- 9.1.2. Rule 2: One and One Must Equal at Least 64
- 9.1.3. Rule 3: Hire the Help that Provides for Abilities or Interests You Do Not Possess
- 9.1.4. Rule 4: Demand that Any Service You Pay For, Full- or Part-Time, Be Constructed Totally in Your Self-Interest
- 9.1.5. Rule 5: Don't Confuse Ego with Business Needs
- 9.2. Business Planning
- 9.3. Creating Passive Income
- 9.4. Working Internationally
- 9.5. Investing In Longer-Term Potential
- 9.6. Notes
- 9.7. Questions and Answers
- 9.1. Finding Resources: The Pros and Cons of Staffs
- 10. Giving Yourself Permission to Succeed: How to Continue to Grow by Paying Back
- 11. The Quick Start: How to Hit the Consulting Ground Running at Full Speed
- 11.1. First Dimension: Creating Infrastructure
- 11.2. Second Dimension: Reaching Out for Business
- 11.3. Marketing Technique 1: Call Everyone You Know
- 11.4. Marketing Technique 2: Target Twelve
- 11.5. Marketing Technique 3: Focused Prospecting
- 11.6. Quick Start, Full-Speed Mileposts, and Dangers
- 11.7. Summary
- 11.8. Notes
- 11.9. Questions and Answers
- A. Business Plan to Attract Investment
- B. Sample To-Do Lists
- C. Office Equipment Recommendations
- D. Trade Associations, Professional Groups, Publicity Sources
- E. Sample Biographical Sketch for a New Consultant
- F. Sample Position Paper: Accepting Equity for Your Services: Or Why the Craps Tables Suddenly Look Good
- G. Sample Magazine Inquiry Letter
- H. 101 Questions for Any Sales Situation You'll Ever Face
- H.1. An Overview
- H.2. Qualifying the Prospect
- H.3. Finding the Economic Buyer
- H.4. Rebutting Objections
- H.5. Establishing Objectives
- H.6. Establishing Metrics
- H.7. Assessing Value
- H.8. Determining the Budget Range
- H.9. Preventing Unforeseen Obstacles
- H.10. Increasing the Size of the Sale
- H.11. Going for the Close
- H.12. The Most Vital Question
- Glossary
My thanks to the over seven hundred people who have participated in my Private Roster Mentor Program. The privilege of working with them to build and grow their practices has enriched my life and immeasurably added to my understanding of the attributes and factors required for success in the consulting profession.
To Dr. William Winter and my friends at the American Press Institute over the past 20 years and 50 appearances. Thanks for great times.
My eternal thanks to Maria, Danielle, and Jason for their love and forbearance.
-
No Comment
..................Content has been hidden....................
You can't read the all page of ebook, please click here login for view all page.