TY  - BOOK
AU  - Biech,Elaine
TI  - The business of consulting: the basics and beyond 
T2  - Essential resources for training and HR professionals
SN  - 9780787994648 (hbk.) :
AV  - HD69.C6 B534 2007
PY  - 2007///
CY  - San Francisco, CA
PB  - Pfeiffer
KW  - Consulting firms
KW  - Management
KW  - Business consultants
N1  - "An essential knowledge resource"--Jacket; Includes bibliographical references (p. 287-288) and index; So you want to be a consultant -- What is consulting? -- Four ways to get started -- Why consulting now? -- Myths about consulting -- Rewards and realities of consulting -- Just what are you getting yourself into? -- Talents and tolerance -- Skills for success -- Personal characteristics of successful consultants -- Roles you may play -- Signs of a mediocre consultant -- Your personal situation -- Caution: business owner ahead -- Entrepreneurial characteristics -- Dollars and sense -- How much money do you require? -- How much should you charge? -- Selecting a pricing structure -- Other pricing decisions -- Other charges -- Fee increases -- Ethics of pricing -- Money discussions -- Value of a guarantee -- Starting -- What's in a name? -- Choosing an accountant -- Business structure -- Business plans -- Start-up costs -- Your niche -- Your image -- Experience -- ...And staying in business -- A marketing plan -- Do I need a website? -- Surprising but practical thoughts on marketing -- 113 tactics for low-budget marketing -- Contacts with potential clients -- Proposals and contracts -- How to refuse an assignment -- Ways to stay in business -- The cost of doing business -- Plan for the worst -- Watch your cash flow -- Track expenses -- Set aside petty cash -- Charge your client -- Project revenues -- Deal with bad debts -- Keep an eye on your numbers -- Protect your capital investments -- Building a client relationship -- The first meeting -- Four phases of building a client-consultant partnership -- How to improve the relationship continuously -- It's the people -- How to maintain the relationship after the project is finished -- More value for the client -- How many clients do I need? -- Ensure success -- Growing pains -- Adding people -- Growing without adding people -- Expand your geographical market -- Do everything you can to grow your current business -- Final thoughts -- The ethics of the business -- Consultant to client -- Consultant to consultant -- Client to consultant -- Code of ethics -- Exude professionalism -- Measuring up -- Continuing to learn -- Balancing your life and your business -- Managing your time -- Giving back -- A personal checkup -- Do you still want to be a consultant? -- A week in a consultant's life -- Visualizing success -- Taking action -- Getting ready
ER  -