How to make it big as a consultant

A consultant is an entire company all rolled up into one person! A consultant acts as marketer, salesperson, subject expert, legal adviser, accountant, negotiator, and more! In other words-consultants need help!
That's why How to Make It Big as a Consultant keeps selling and selling. Written by a veteran consultant with hundreds of consulting engagements to his credit, this up-close-and-personal guide is filled with highly-focused, detailed advice on every aspect of starting up and maintaining a highly lucrative consulting career.
Completely updated, the third edition includes new chapters on how to do effective research, and how the Internet can provide a multitude of business opportunities. All the basics that make this book a favorite are still included, such as how to:
-Understand what clients think they need (and analyze if it's what they really need)
-Market the business-both directly and indirectly
-Create the structure for an assignment (proposals, pricing, contracts, scheduling)
-Solve clients' problems (using the Harvard Case Study Method)
-Structure and run the business (all the legal, tax, and insurance issues)
-Grow and evolve to become an outstanding consultant-one that clients turn to again and again

Contents

• Acknoledgements
• Preface
• The business of consulting
• How to get clients : direct marketing methods
• How to get clients : indirect marketing methods
• Marketing consultant services to the public sector
• Making the initial interview a success
• How to write a proposal
• Pricing your services
• What you must know about consulting contracts
• Planning and scheduling the consulting project
• Negotiating with your client
• How to solve your client's problems easily
• How to research a consulting project
• The importance of ethics in consulting
• Mking professional presentations
• What a computer can do for you in consulting
• What the internet can do for you in consulting
• How to run your consulting business
• Epilogue
• Appendix
• Index