| David Kintler,is president and founder of Sales Winners,Inc.,a marketing consulting firm,and former vice president of sales for the Computer Systems Division of Harris Corporation.He lives in Coral Gables,Florida.
Bob Adams is president of Adams Media Corporation,has a Harvard MBA,and is a widely recognized expert on business techniques. |
| INTRODUCTION CHAPTER 1 GETTING STARTED To Begin Challenges and Obstacles Hot Growth Areas for Consultants in the 90's Bussiness and Personal Objectives Sample Success Criteria Target Market Profile Sample Target Market Profiler Service Benefits Analysis Sample Service-Benefits Analysis Interactive Questionnaire Setting Up a Home Office Question & Answers About Home Offices Considering Commercial Space Commercial Office Space Plans Office Design Considerations Streetwise Advice on Equipment Question&Answer About Equipmetn Question&Answer About Starting Out CHAPTER 2 Business plans Business Plans Annual Plans Developing a Business Plan Question & Analyzing About Specializing vs.Staying General CHAPTER 3 PROSPECTING FOR CLIENTS CHAPTER 4 GETTING CLLENTS BY DIRECT MAIL AND ADVERTISING CHAPTER 5 ATTRACTING CLLENTS WITH FREE PUBLICITY CHAPTER 6 PRICING YOUR SERVICES CHAPTER 7 WRITING PROPOSALS CHAPTER 8 PRESENTING PROPOSALS CHAPTER 9 HANDLING LEGAL ISSUES CHAPTER 10 UNDERSTANDING FINANCE CHAPTER 11 STREETWISE ADVICE CHAPTER 12 FORMS,TEMPLATES,AND SAMPLES INDEX ABOUT THE AUTHOR |
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