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Table Of Contents

1The Business of Consulting 1
2How to Get Clients:Direct Marketing Methods 19
3How to Get Clients:Indirect Marketing Methods 38
5Making the Initial Interview a Success 65
6How to Write a Proposal 76
11How to Easily Solve Your Client’s Problems 134
12How to Research 152
15How the Computer Has Changed Consulting 195
20Personal Consulting:Counseling and Coaching 268
Appendix C The Consultant’s Questionnaire and Audit 289
DRUCKER’S CONSULTING
HOW CONSULTANTS GET STARTED
AN ACADEMIC COURSE IN CONSULTING
THE INFORMATION IN THIS BOOK
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 MUCH MONEY CAN YOU MAKE AS A CONSULTANT?
HOW DO PEOPLE BECOME CONSULTANTS?
SUMMING UP
DIRECT METHODS OF MARKETING
1.Direct Mail
COLD CALLS
DIRECT RESPONSE SPACE ADVERTISING
DIRECTORY LISTINGS
APPROACHING FORMER EMPLOYERS
BROCHURES
THE BASIC INDIRECT METHODS
How to Get Clients: Indirect Marketing Methods
SPEAKING BEFORE GROUPS
JOINING PROFESSIONAL ASSOCIATIONS
WRITING ARTICLES
WRITING A BOOK
TEACHING A COURSE
GIVING SEMINARS
THE GOVERNMENT REQUIRES ALL SORTS OF CONSULTING SERVICES
CONSULTING FOR THE GOVERNMENT
FEDERAL AND STATE BIDDING PORTALS
SMALL BUSINESS ADMINISTRATION
THE BUYING PROCESS
THE IMPORTANCE OF PREPROPOSAL MARKETING
1.Locate potential clients
LOCATING POTENTIAL CLIENTS
SCREENING
VISITING AND MAKING THE INITIAL PRESENTATION
GATHERING INTELLIGENCE
PREPARING THE PROPOSAL
Making the Initial Interview a Success
LOOKING AND ACTING LIKE A PROFESSIONAL
SEVEN ESSENTIAL QUESTIONS
HOLDING OFF ON GIVING ADVICE
MAKING USE OF LISTENING TECHNIQUES
THE COMPANY AUDIT
WHY A WRITTEN PROPOSAL IS NECESSARY
THE STRUCTURE OF A LETTER PROPOSAL
OPENING
OBJECTIVES
STUDY METHODS
POTENTIAL PROBLEMS
THE FINISHED PRODUCT
COST AND PAYMENT INFORMATION
PRICE STRATEGIES AND SOME OTHER CONSIDERATIONS
OTHER CONSIDERATIONS
INVESTIGATE THE MARKETPLACE
METHODS OF BILLING
DAILY OR HOURLY BILLING
PERFORMANCE BILLING
FIXED-PRICE BILLING
WHY A CONTRACT IS NECESSARY
DEVELOPING YOUR OWN CONTRACT
IF YOUR CLIENT HAS A STANDARD CONTRACT
FORMAL CONTRACTS
LETTER CONTRACTS
ORDER AGREEMENTS
PURCHASE ORDERS
VERBAL CONTRACTS
THE FIXED-PRICE CONTRACT
THE COST CONTRACT
THE PERFORMANCE CONTRACT
THE INCENTIVE CONTRACT
A SAMPLE CONTRACT
THE PROJECT DEVELOPMENT SCHEDULE
THE USEFULNESS OF PERT
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
SOME GENERAL NEGOTIATING HINTS
PETER DRUCKER’S METHOD OF SOLVING PROBLEMS WITH HIS IGNORANCE
1.Defining the Central Problem
DEFINING THE CENTRAL PROBLEM
LISTING RELEVANT FACTORS
LISTING ALTERNATIVE COURSES OF ACTION
LISTING YOUR CONCLUSIONS
THE CHARLES BENSON PROBLEM: A CASE STUDY
THE CHARLES BENSON PROBLEM1
SOLUTION TO THE CHARLES BENSON PROBLEM
THE CENTRAL PROBLEM
THE RELEVANT FACTORS
ALTERNATIVE COURSES OF ACTION
DISCUSSION AND ANALYSIS
CONCLUSIONS
RECOMMENDATIONS
WHY THE SUBCONSCIOUS MIND CAN HELP YOU
How to Research
THE TWO BASIC KINDS OF RESEARCH
EXAMPLES OF SIMPLE PRIMARY RESEARCH
PERSONAL INTERVIEW SURVEYS
MAIL SURVEYS
TELEPHONE SURVEYS
ELECTRONIC SURVEYS
BUSINESS ETHICS: SOMETIMES NOT CLEAR-CUT
THE ETHICS OF MARKETING RESEARCH
AN EXECUTIVE RECRUITING STORY
ETHICS AND THE LAW ARE NOT THE SAME THING
TYPICAL PROBLEMS PERTAINING TO ETHICS IN CONSULTING
OBJECTIVES OF PRESENTATIONS
PROFESSIONALISM
ENTHUSIASM
ORGANIZATION
VISUAL AIDS
OVERCOMING STAGE FRIGHT
PROPOSALS AND DESKTOP PUBLISHING
MANAGING YOUR PRACTICE
DIRECT MARKETING
CORRECTING YOUR WRITING
NAMING PRODUCTS AND SERVICES
EVALUATING POTENTIAL EMPLOYEES
VOICE-ACTIVATED WORD PROCESSING IS HERE!
SCANNING DOCUMENTS AND PHOTOGRAPHS INTO YOUR PRESENTATIONS
SOME READING SUGGESTIONS
WHAT IS THE INTERNET?
WHAT DO YOU NEED TO GET ONLINE?
RESEARCHING ON THE INTERNET
EVALUATING AND USING YOUR RESULTS
1.The World Wide Web
THE WORLD WIDE WEB
SELECTING AN ISP
SELECTING A NAME
WHY NOT A CYBERMALL?
USING BANNERS
CYBERLINKS
WHY NOT AN E-MAIL NEWSLETTER?
SELECTING THE LEGAL STRUCTURE FOR YOUR CONSULTING FIRM
THE PARTNERSHIP
THE CORPORATION
OBTAINING A BUSINESS LICENSE
THE RESALE PERMIT
FICTITIOUS NAME REGISTRATION
CLIENTS’ USE OF CREDIT CARDS
STATIONERY AND BUSINESS CARDS
INSURANCE AND PERSONAL LIABILITY
KEEPING OVERHEAD LOW
THE TELEPHONE
ANTICIPATING EXPENSES
INCOME TAXES
EXCISE TAXES
UNEMPLOYMENT TAXES
STATE AND LOCAL TAXES
SOURCES OF ADDITIONAL INFORMATION
WHY MY RECOMMENDED APPROACH TO STRATEGY IS DIFFERENT
PRINCIPLES, RESOURCES, AND SITUATIONAL VARIABLES
HOW LEVER BROS. DID IT
INTEGRATING THE PRINCIPLES
LOOKING AT RESOURCES
ENTER THE GREAT DEPRESSION
THE LAUNCH
APPLY THE PRINCIPLES SCIENTIFICALLY
WHY TEAMS WORK
HOW SHOULD YOU LEAD A TEAM OF CONSULTANTS?
RECOGNIZING TEAM STAGES
STAGE 1: GETTING ORGANIZED
STAGE 3: FIGHTING IT OUT
WHAT EXACTLY IS COACHING?
DIFFERENT KINDS OF COACHING
HOW COACHING GOT STARTED
HOW IS COACHING DONE?
COACHING FEES
MARKETING COACHING SERVICES
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How to Make It Big as a Consultant

How to Make It Big as a Consultant

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Published by Jael Layon

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Published by: Jael Layon on Jul 12, 2011
Copyright:Attribution Non-commercial

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