The Business of Consulting ─ The Basics and Beyond

Designed as the go-to reference for managing a consulting business, The Business of Consulting is candid, practical, and eminently useful. Fine-tuned to address the changes in today's business environment, this vital resource outlines the basics for managing a consulting practice and shows how to

· Develop a business plan
· Market your business
· Charge for your services
· Build a client relationship
· Grow the business
· Ensure your continued professional growth
· Make money in the profession

Elaine Biech is president and managing principal of ebb associates, inc., a strategic implementation, leadership development, and experiential learning consulting firm. She has consulted to a diverse range of industries including health care institutions, insurance, banking, ship building, manufacturing, government, and nonprofit organizations. Biech is the author and editor of dozens of articles and books including Marketing Your Consulting Services, Training for Dummies, and 90 World-Class Trainers.

List of Exhibits on the CD-ROM.
Foreword, by Jim Kouzes.
Preface.
ONE: 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?
TWO: 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.
THREE: 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.
FOUR: Starting . . . .
What’s in a Name?
Choosing an Accountant.
Business Structure.
Business Plans.
Start-Up Costs.
Your Niche.
Your Image.
Experience.
FIVE: . . . 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.
SIX: 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.
SEVEN: 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.
EIGHT: Growing Pains.
Adding People.
Growing Without Adding People.
Expand Your Geographical Market.
Do Everything You Can to Grow Your Current Business.
Final Thoughts.
NINE: The Ethics of the Business.
Consultant to Client.
Consultant to Consultant.
Client to Consultant.
Code of Ethics.
TEN: Exude Professionalism.
Measuring Up.
Continuing to Learn.
Balancing Your Life and Your Business.
Managing Your Time.
Giving Back.
A Personal Checkup.
ELEVEN: Do You Still Want to Be a Consultant?
A Week in a Consultant’s Life.
Visualizing Success.
Taking Action.
Getting Ready.
Reading List.
Index.
About the Author.
How to Use the CD-ROM.