| Herman Holtz (Wheaton， MD) is the author of the bestseller How to Succeed as an Independent Consultant and has been a consultant to such companies as IBM， GE， Dun & Bradstreet， and Chrysler. .. << 查看详细 |
| preface consulting: what is it? what consulting is and is not what is sales consulting? what does a consultant do? the client-consultant relationship a solution to the problem chapter1 founding your business organization and structure form of your business organization naming your business organization your business organization's home base using other specialists' services marketing operating capital a business plan common work-at-home problems keeping office hours in your home the need for a working environment workaholism . learn to say no (and how to say it) it can be a lonely job productivity chapter2 capital and cash flow management front-end problems cash flow management managing your cash flow labor-intensive versus capital-intensive requirements solving financial problems deposits, retainers, and progress payments other cash flow resources other approaches chapter3 insurance and taxes taxes and the home office insurance chapter4 pricing your services two basic approaches the choices how pricing is affected the need for specifications pros of working for hourly rates pros of a firm, fixed price alternatives open to you billable hours the basis for all pricing a few tips on estimating costs discounting for prompt payment setting your rates prices and market/client definition an ethical problem in hourly rates other kinds of market definitions chapter5 using lawyers, accountants, and other special services the age of the specialist do you need a lawyer? is it all over your head? beware of ready-made solutions and conventional wisdom inherent paradox of conventional wisdom …… chapter6 duilding a clientel:marketing chapter7 finding your niches chapter8 selling to the government and proposal writing chapter9 ancillary services and other incom sources chapter10 contract and negotiations chapter11 client relationships and ethical considerations chapter12 some commonsense notes about writing clgssary index |
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