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Table Of Contents

TO BEGIN
CHALLENGES AND OBSTACLES
FINANCIALUNCERTAINTY
DEVELOPINGSTRATEGICALLIANCES
HOT GROWTH AREAS FOR CONSULTANTS IN THE ’90S
SMALLBUSINESSES
Industry Growth Areas for Consultants
BUSINESS AND PERSONAL OBJECTIVES
BUSINESSOBJECTIVES
SUCCESSCRITERIA
SAMPLE SUCCESS CRITERIA
MISSIONSTATEMENT
TARGET MARKET PROFILE
SAMPLE TARGET MARKET PROFILER
SERVICE BENEFITS ANALYSIS
SAMPLE SERVICE-BENEFITS ANALYSIS INTERACTIVE QUESTIONNAIRE
UNIQUESELLINGPROPOSITION
SETTING UP A HOME OFFICE
LOCATION
BUDGET
BUILDINGPERMITS
INSURANCE
ANSWERINGOPTIONS
DISCIPLINE
QUESTIONS & ANSWERS ABOUT HOME OFFICES
CONSIDERING COMMERCIAL SPACE
SPACE
PARKING
TENANTS
HANDICAPACCESS
PUBLICTRANSPORTATION
EXPANSION
UTILITIES
COMMERCIAL OFFICE SPACE PLANS
PARTITIONS
COMBINATION
OFFICE DESIGN CONSIDERATIONS
FUNCTIONALITY
CUSTOMERPERSPECTIVE
ASSIGNINGSPACE
EQUIPMENT
PHONES
SOFTWARE
FURNITURE
E-MAIL
COPIERS
STREETWISE ADVICE ON EQUIPMENT
AUCTIONS
LIQUIDATORS
LEASING
QUESTIONS & ANSWERS ABOUT EQUIPMENT
QUESTIONS & ANSWERS ABOUT STARTING OUT
BUSINESS PLANS
ANNUAL PLANS
DEVELOPING A BUSINESS PLAN
OBJECTIVE
QUESTIONS & ANSWERS ABOUT SPECIALIZING VS. STAYING GENERAL
INGREDIENTS FOR SUCCESS
FORECASTREALISTICALLY
RESOURCES FOR LEADS
CURRENTINDUSTRYCONTACTS
PROFESSIONALASSOCIATIONS
NETWORKING
SELLING YOURSELF
WRITEEFFECTIVELY
PERSUADENATURALLY
SELLING SCENARIOS
SCENARIONO. 1: EFFECTIVEPRESENTATION: SWI MARKETINGCONCEPTS
TELEPHONE SCENARIOS
QUESTIONS & ANSWERS ABOUT PRESENTATION
DIRECT MAIL
HOW IT WORKS
WHEN
WHERE
WHAT
DIRECT-MAIL PIECE
NO. 10 BUSINESSENVELOPE
WRITING A DIRECT-MAIL LETTER
PRODUCING A DIRECT-MAIL PIECE
COPYWRITER
GRAPHICDESIGNER
ILLUSTRATOR
PHOTOGRAPHER
PRINTER
DIRECT MAIL SUCCESS STORY
A COST-EFFECTIVEMETHOD
STREETWISE ADVICE ON DIRECT MAIL
QUESTIONS & ANSWERS ABOUT DIRECT MAIL
MEDIA ADVERTISING
HOW PUBLICITY WORKS
HIRING A PR FIRM
ELEMENTS OF A STANDARD PRESS KIT
CREATING A PRESS RELEASE
PITCH LETTER
PUBLICITY SUCCESS STORY
SERENDIPITY
STREETWISE ADVICE ON PUBLICITY
BEFOREADVERTISING
INADVERTISING
QUESTIONS & ANSWERS ABOUT PUBLICITY
OTHER PUBLICITY OPTIONS
SPEECHES
WRITINGARTICLES
TYPES OF FEES
WRITING PROPOSALS
DEVELOPING A PROPOSAL
LETTERPROPOSALS
STRUCTURINGYOURPROPOSAL
REAL-WORLD EXAMPLE
PERSONALFACTORS
HANDLING A FORMAL REQUEST FOR PROPOSAL
FORMALRFP RESPONSES
BIDDINGMAJOROPPORTUNITIES
CONSIDERINGYOURAUDIENCE
WRITING WINNING PROPOSALS: A SEVEN- STEP PROCESS
PROPOSAL DEVELOPMENT TEMPLATES
SITUATIONANALYSIS2: ORGANIZATION, CRITERIA, ANDPEOPLE
APPROACH SUMMARY AND ADDED VALUE
USING THE TEMPLATES TO WRITE YOUR PROPOSAL
TEMPLATE NO 1: COVER SHEET
TEMPLATE 2: TABLE OF CONTENTS
TEMPLATE NO. 3: EXECUTIVE SUMMARY
TEMPLATE 4: CURRENT SITUATION
TEMPLATE NO. 5: SPECIFIC OBJECTIVES
TEMPLATE NO. 6: THE APPROACH
TEMPLATE NO. 7: DELIVERABLES
TEMPLATE NO. 8: RESULTS ENHANCERS
TEMPLATE NO. 9: PRICE PROPOSAL
PRESENTING PROPOSALS
CORPORATIONS
FILING FOR INCORPORATION
STARTING A CORPORATION
ADOPTBANKINGRESOLUTIONS
ONGOING REQUIREMENTS OF A CORPORATION
SPECIAL TYPES OF CORPORATIONS
S CORPORATIONS
LIMITEDLIABILITYCOMPANIES
STREETWISE ADVICE ON BUSINESS STRUCTURE
DEATH, TAXES, DISAGREEMENTS
QUESTIONS & ANSWERS ON BUSINESS STRUCTURE
CONTRACTS
STREETWISE ADVICE ON CONTRACTS
YOURSVS. THEIRS
UNDERSTANDIT
STANDARDIZE
SAFEKEEPING
QUESTIONS & ANSWERS ABOUT CONTRACTS
COPYRIGHTS
TRADEMARKS
BUSINESSHIP®
PATENTS
AGREEMENT TEMPLATES
CONSULTING SERVICES AGREEMENT
CONFIDENTIAL DISCLOSURE AGREEMENT
STAYING OUT OF COURT
AVOIDANCE
EARLYRESPONSE
SETTLEMENTMEETINGS
ARBITRATION
UNDERSTANDING FINANCE
THE INCOME STATEMENT
THE BALANCE SHEET
DEPRECIATION
STRAIGHT-LINEDEPRECIATION
PRO FORMA INCOME STATEMENTS
PRO FORMA BALANCE SHEETS
QUESTIONS & ANSWERS ON PRO FORMAS
COLLECTING YOUR FEES
INVOICEIMMEDIATELY
TAXES
PROPERTYTAXES
STREETWISE ADVICE ON TAXES
QUESTIONS & ANSWERS ABOUT TAXES
GUIDELINES TO DETERMINING INDEPENDENT CONTRACTOR STATUS
STREETWISE ADVICE
TEN STEPS TO CONSULTING SUCCESS
BEPERSISTENT
QUESTIONS & ANSWERS ABOUT GROWING YOUR BUSINESS
QUESTIONS & ANSWERS ABOUT STARTING AND RUNNING A CONSULTING BUSINESS
QUESTIONS & ANSWERS ABOUT MANAGING DIFFICULT CLIENTS
QUESTIONS & ANSWERS ABOUT TROUBLESHOOTING
WHAT’S INCLUDED
INVOICES
SAMPLE SOLICITATION LETTERS
P. 1
Streetwise Independent Consulting; Your Comprehensive Guide to Building Your Own Consulting Business

Streetwise Independent Consulting; Your Comprehensive Guide to Building Your Own Consulting Business

Ratings: (0)|Views: 43 |Likes:
The authoritative guide to building an independent consulting practice! Streetwise Independent Consulting is your one-stop resource for starting, running, and growing a consulting business. From finding new prospects, to writing proposals, to setting your pricing, this book has it all.
The authoritative guide to building an independent consulting practice! Streetwise Independent Consulting is your one-stop resource for starting, running, and growing a consulting business. From finding new prospects, to writing proposals, to setting your pricing, this book has it all.

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Publish date: Jun 1, 2002
Added to Scribd: Sep 05, 2012
Copyright:Traditional Copyright: All rights reservedISBN:9781440519499
List Price: $19.95 Buy Now

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