Getting started in consulting can be a tricky prospect. How much should you charge? What type of language should exist in the contract? How can you find clients? Written by a veteran consultant with hundreds of consulting engagements to his credit, How to Make it Big as a Consultant is filled with detailed advice on every aspect of starting up and maintaining a highly lucrative consulting career. The book helps readers: get a handle on the legal, tax, and insurance issues involved in setting up and running the business understand what clients really need create the structure for an assignment…mehr
Getting started in consulting can be a tricky prospect. How much should you charge? What type of language should exist in the contract? How can you find clients? Written by a veteran consultant with hundreds of consulting engagements to his credit, How to Make it Big as a Consultant is filled with detailed advice on every aspect of starting up and maintaining a highly lucrative consulting career. The book helps readers: get a handle on the legal, tax, and insurance issues involved in setting up and running the business understand what clients really need create the structure for an assignment (proposals, pricing, contracts, scheduling) market the business solve clients' problems using the Harvard Case Study Method Completely updated and revised throughout, the fourth edition features new chapters on developing strategies for clients, leading consulting teams, and more. This trusted guidebook will help any aspiring reader become the kind of outstanding consultant that clients will turn to again and again.
WILLIAM A. COHEN, PH.D., President of the Institute of Leader Arts and The California Institute of Advanced Management, was Drucker's first executive Ph.D. graduate. About him, Drucker wrote: "My colleagues on the faculty and I learned at least as much as we could teach him." He has held executive positions in several companies and served as president of two universities. He is the author of many books, including Heroic Leadership, A Class with Drucker, Drucker on Leadership, and Drucker on Marketing.
Inhaltsangabe
CONTENTS Preface: The World's Foremost Consultant and His Impact on This Book Drucker's Consulting-How Consultants Get Started-My Initial Ignorance about Consulting-An Academic Course in Consulting- The Information in This Book 1 The Business of Consulting What Is Consulting?-How Big Is the Consulting Industry?-Types of Consulting Firms-Why Does Anyone Need a Consultant?- Signals Indicating the Need for a Consultant-How Do Potential Clients Analyze Consultants for Hire?-What Makes an Outstanding Consultant?-How Much Money Can You Make as a Consultant?- How Do People Become Consultants?-Summing Up 2 How to Get Clients: Direct Marketing Methods Direct Methods of Marketing-Direct Mail-Cold Calls-Direct Response Space Advertising-Directory Listings-Yellow Pages Listings-Approaching Former Employers-Brochures-Designing Your Brochure-Summing Up 3 How to Get Clients: Indirect Marketing Methods The Basic Indirect Methods-Speaking before Groups-Sending out Newsletters-Joining Professional Associations-Joining Social Organizations-Writing Articles-Writing a Book-Writing Letters to the Editor-Teaching a Course-Giving Seminars-Distributing Publicity Releases-Exchanging Information with Noncompeting Consultants-Summing Up 4 Marketing Consultant Services to the Public Sector The Government Requires All Sorts of Consulting Services- Consulting for the Government-How Do You Get on the Government Bandwagon?-Federal and State Bidding Portals- Small Business Administration-The Buying Process-The Importance of Preproposal Marketing-The Marketing Sequence for Government Consulting-Locating Potential Clients-Screening- Visiting and Making the Initial Presentation-Maintaining Contact and Gathering Intelligence-Preparing the Proposal-Negotiating the Contract-Summing Up 5 Making the Initial Interview a Success Looking and Acting Like a Professional-How to Build Empathy with Your Potential Client-Seven Essential Questions-Taking Notes-Holding off on Giving Advice-Interpreting Body Language-Making Use of Listening Techniques-Identifying Emotions from Facial Expressions-What to Do When the Interview Is Over-The Company Audit-Identification of Facial Expressions in Figure 5-1-Summing Up 6 How to Write a Proposal Why a Written Proposal Is Necessary-How to Write a Good Proposal-The Structure of a Letter Proposal-Opening- Background-Objectives-Study Methods-Potential Problems- Data Flow Charts and Product Development Schedules-The Finished Product-Cost and Payment Information-Converting a Proposal Into a Contract-Summing Up 7 Pricing Your Services Price Strategies and Some Other Considerations-Three Price Strategies-Other Considerations-Investigate the Marketplace- 01-HMBC-FM-2 3/4/09 2:32 PM Page viii Methods of Billing-Daily or Hourly Billing-Working on Retainer-Performance Billing-Fixed-Price Billing-Disclosing the Fee-Summing Up 8 What You Must Know About Consulting Contracts Why a Contract is Necessary-Developing Your Own Contract- If Your Client Has a Standard Contract-Methods of Incurring a Contractual Obligation-Formal Contracts-Letter Contracts- Order Agreements-Purchase Orders-Verbal Contracts-Types of Contracts-The Fixed-Price Contract-The Cost Contract-The Performance Contract-The Incentive Contract-Elements of a Contract-A Sample Contract-Summing Up 9 Planning and Scheduling the Consulting Project The Project Development Schedule-Developing a PERT Chart- Events and Activities-Earliest Expected Date-Latest Allowable Date-Slack-The Usefulness of PERT-Summing Up 10 Negotiating with Your Client Six Steps in Contract Negotiation, as Seen by Uncle Sam- Appreciating the Goals and Objectives of the Counterparty- Preparation:The Key to All Contract Negotiations-Be Wary of Telephone Negotiations-The Negotiation Plan-Negotiation Gamesmanship-Making the Other Party Appear Unreasonable- Pl
CONTENTS Preface: The World's Foremost Consultant and His Impact on This Book Drucker's Consulting-How Consultants Get Started-My Initial Ignorance about Consulting-An Academic Course in Consulting- The Information in This Book 1 The Business of Consulting What Is Consulting?-How Big Is the Consulting Industry?-Types of Consulting Firms-Why Does Anyone Need a Consultant?- Signals Indicating the Need for a Consultant-How Do Potential Clients Analyze Consultants for Hire?-What Makes an Outstanding Consultant?-How Much Money Can You Make as a Consultant?- How Do People Become Consultants?-Summing Up 2 How to Get Clients: Direct Marketing Methods Direct Methods of Marketing-Direct Mail-Cold Calls-Direct Response Space Advertising-Directory Listings-Yellow Pages Listings-Approaching Former Employers-Brochures-Designing Your Brochure-Summing Up 3 How to Get Clients: Indirect Marketing Methods The Basic Indirect Methods-Speaking before Groups-Sending out Newsletters-Joining Professional Associations-Joining Social Organizations-Writing Articles-Writing a Book-Writing Letters to the Editor-Teaching a Course-Giving Seminars-Distributing Publicity Releases-Exchanging Information with Noncompeting Consultants-Summing Up 4 Marketing Consultant Services to the Public Sector The Government Requires All Sorts of Consulting Services- Consulting for the Government-How Do You Get on the Government Bandwagon?-Federal and State Bidding Portals- Small Business Administration-The Buying Process-The Importance of Preproposal Marketing-The Marketing Sequence for Government Consulting-Locating Potential Clients-Screening- Visiting and Making the Initial Presentation-Maintaining Contact and Gathering Intelligence-Preparing the Proposal-Negotiating the Contract-Summing Up 5 Making the Initial Interview a Success Looking and Acting Like a Professional-How to Build Empathy with Your Potential Client-Seven Essential Questions-Taking Notes-Holding off on Giving Advice-Interpreting Body Language-Making Use of Listening Techniques-Identifying Emotions from Facial Expressions-What to Do When the Interview Is Over-The Company Audit-Identification of Facial Expressions in Figure 5-1-Summing Up 6 How to Write a Proposal Why a Written Proposal Is Necessary-How to Write a Good Proposal-The Structure of a Letter Proposal-Opening- Background-Objectives-Study Methods-Potential Problems- Data Flow Charts and Product Development Schedules-The Finished Product-Cost and Payment Information-Converting a Proposal Into a Contract-Summing Up 7 Pricing Your Services Price Strategies and Some Other Considerations-Three Price Strategies-Other Considerations-Investigate the Marketplace- 01-HMBC-FM-2 3/4/09 2:32 PM Page viii Methods of Billing-Daily or Hourly Billing-Working on Retainer-Performance Billing-Fixed-Price Billing-Disclosing the Fee-Summing Up 8 What You Must Know About Consulting Contracts Why a Contract is Necessary-Developing Your Own Contract- If Your Client Has a Standard Contract-Methods of Incurring a Contractual Obligation-Formal Contracts-Letter Contracts- Order Agreements-Purchase Orders-Verbal Contracts-Types of Contracts-The Fixed-Price Contract-The Cost Contract-The Performance Contract-The Incentive Contract-Elements of a Contract-A Sample Contract-Summing Up 9 Planning and Scheduling the Consulting Project The Project Development Schedule-Developing a PERT Chart- Events and Activities-Earliest Expected Date-Latest Allowable Date-Slack-The Usefulness of PERT-Summing Up 10 Negotiating with Your Client Six Steps in Contract Negotiation, as Seen by Uncle Sam- Appreciating the Goals and Objectives of the Counterparty- Preparation:The Key to All Contract Negotiations-Be Wary of Telephone Negotiations-The Negotiation Plan-Negotiation Gamesmanship-Making the Other Party Appear Unreasonable- Pl
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