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Table Of Contents

Game plan
The business environmentin the new millennium
The Shamrock Organization
The new self-employed market
Working for a consulting ¢rm
Case studies
Checklist
Scorecard
Being realistic about consulting
Advantages and disadvantages of consulting
Characteristics of successful consultants
Consulting and the four temperaments
So do people enjoy being self-employed?
De¢ning your vision
De¢ning strengths and weaknesses
Identifying your unique selling proposition
SWOTanalysis
Establishing key result areas
Writing a business plan
Deciding yourlegal structure
Setting objectives
Establishing milestones
Organizing systems
Creating your marketing plan
Conducting market research
Establishing marketing objectives
Segmenting the market
De¢ning your product or service: the ¢rst‘p’
Deciding your promotional plan: the second‘P’
Selecting distribution channels: the third‘P’
Pricing your product: the fourth‘P’
Creating a marketing schedule
Overcoming your fear of selling
Understanding the sales process
Establishing sales objectives
Evaluating sales communication channels
Preparing your 30-second commercial
Using the telephonein selling
Managing the sales meeting
Adjusting your style to maximize sales
Writing successful proposals
Whatif the client says no?
Whatif the client says yes?
Sample questions to ask
Estimating your start-up and ongoing costs
Funding your businessin the start-up phase
Establishing ¢nancial objectives
Creating revenue statements
Creating cash £ow statements
Setting your billing rate
Using di¡erent fee arrangements
Collecting fees
Collectingfees
Limit your exposure to bad debts
Charging for sub-contracting
Set up your office space
Setting up your o⁄ce space
Selecting equipment and supporttools
Identifying administrative resources
Prioritizing between multiple projects
Planning your activities
Organizing your o⁄ce work space
Establishing organization/administration objectives
Formalizing contracts
Structure of consulting assignments
Consulting project stages
Establishing project objectives
So what will you do now?
The Myers BriggsType Indicator (MBTI)
The Myers Briggs Type Indicator (MBTI1
Further Reading
Index
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Be.a.successfull.consultant

Be.a.successfull.consultant

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Published by mir573

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Published by: mir573 on Jul 30, 2011
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09/28/2011

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