GETTING STARTED IN CONSULTING, SECOND EDITION（入门顾问）

GETTING STARTED IN CONSULTING, SECOND EDITION（入门顾问）

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作者: Alan Weiss 著

出版社: 吉林长白山

出版时间: 2003-10

版次: 1

ISBN: 9780471479697

定价: 174.48

装帧: 平装

开本: 其他

纸张: 胶版纸

页数: 304页

分类: 外文古旧书>英文书>管理

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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. 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
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

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GETTING STARTED IN CONSULTING, SECOND EDITION（入门顾问）

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