入门顾问GETTING STARTED IN CONSULTING, SECOND EDITION
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作者： Alan Weiss著
出 版 社： 吉林长白山
出版时间： 2000-12-1字数：版次： 1页数： 304印刷时间： 2000/12/01开本：印次：纸张： 胶版纸I S B N ： 9780471479697包装： 平装编辑推荐
作者简介：
ALAN WEISS, PHD, has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, Chase, the American Press Institute, and the Times-Mirror Group. He lectures widely and is frequently featured on radio and television discussing productivity and performance. He is the author of more than twenty books, including Organizational Consulting, Great Consulting Challenges, and Million Dollar Consulting.
内容简介
A new revision of the successful guidebook for novice consultants Getting Started in Consulting, Second Edition provides practical solutions and proven strategies for launching a consulting business. Readers will learn how low overhead and a high degree of organization can translate into a six-figure income working from a home office. The book also offers key information on how to finance a consulting practice, how to write proposals, how to set up billing and bookkeeping, and more. A new chapter also explains how to get started quickly for those who can't wait to generate cash flow or those who have a cash reserve they are immediately willing to commit.
Alan Weiss (East Greenwich, RI) has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, and the Times Mirror Group. He lectures widely and is the author of 12 books.
目录
Introduction to the Second Edition
Acknowledgments
About the Author
Chapter 1: Establishing Goals and Expectations You Will Be What You Decide to Be, Nothing Less, Nothing More
Starting at Square Zero: Financial Needs
Personal Attributes: The Investment from Within
Time Use: There’s No Such Thing as Not Having Enough Time
Focus: We’re All Working Part-Time
Why Collaboration Can Kill You
Summary
Notes
Chapter 2: Physical Space and Environmental Needs Act Like You Have a Business and You’ll Have One
Alternative Work Spaces
The Basics around You
Beyond the Basics
Communicating at the Speed of Light
Getting Some Help from Some Friends
Notes
Chapter 3: Sorting Out the Legal, Financial, and Administrative First, Let’s Kill All the Lawyers
Legal Requirements and Organizational Options
Accounting, Financial, and Tax Matters—Exploiting Opportunities
Finding a Banker and Obtaining Credit
Other Professional Help
Notes
Chapter 4: Fundamental Marketing
Creating a Gravity for Your Business
Creating a Press Kit
Stationery and Related Image Products
Networking
Pro Bono Work
Listings, Ads, and Passive Sources
Summary
Notes
Chapter 5: Advanced Marketing Creating a Brand
Establishing a Web Site
Publishing
Obtaining Media Interviews
Speaking
Newsletters
Notes
Chapter 6: Initiating the Sales Process and Acquiring Business Building Relationships
Finding the Right Buyer
What to Do about Gatekeepers
Gaining Conceptual Agreement
Creating a Succession of “Yeses”
Notes
Chapter 7: Closing the Sale
Chapter 8: Establishing Fees
Chapter 9: Moving to the Next Level
Chapter 10: What Do You Do with Success?
Chapter 11: The Quick Start
Appendixes
Glossary
Index
