| 作者简介： ALAN WEISS, PHD, has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, Chase, the American Press Institute, and the Times-Mirror Group. He lectures widely and is frequently featured on radio and television discussing productivity and performance. He is the author of more than twenty books, including Organizational Consulting, Great Consulting Challenges, and Million Dollar Consulting. |
| Introduction to the Second Edition Acknowledgments About the Author Chapter 1: Establishing Goals and Expectations You Will Be What You Decide to Be, Nothing Less, Nothing More Starting at Square Zero: Financial Needs Personal Attributes: The Investment from Within Time Use: There’s No Such Thing as Not Having Enough Time Focus: We’re All Working Part-Time Why Collaboration Can Kill You Summary Notes Chapter 2: Physical Space and Environmental Needs Act Like You Have a Business and You’ll Have One Alternative Work Spaces The Basics around You Beyond the Basics Communicating at the Speed of Light Getting Some Help from Some Friends Notes Chapter 3: Sorting Out the Legal, Financial, and Administrative First, Let’s Kill All the Lawyers Legal Requirements and Organizational Options Accounting, Financial, and Tax Matters—Exploiting Opportunities Finding a Banker and Obtaining Credit Other Professional Help Notes Chapter 4: Fundamental Marketing Creating a Gravity for Your Business Creating a Press Kit Stationery and Related Image Products Networking Pro Bono Work Listings, Ads, and Passive Sources Summary Notes Chapter 5: Advanced Marketing Creating a Brand Establishing a Web Site Publishing Obtaining Media Interviews Speaking Newsletters Notes Chapter 6: Initiating the Sales Process and Acquiring Business Building Relationships Finding the Right Buyer What to Do about Gatekeepers Gaining Conceptual Agreement Creating a Succession of “Yeses” Notes Chapter 7: Closing the Sale Chapter 8: Establishing Fees Chapter 9: Moving to the Next Level Chapter 10: What Do You Do with Success? Chapter 11: The Quick Start Appendixes Glossary Index |
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