How to Succeed as an Independent Consultant - Hardcover

Holtz, Herman; Zahn, David

Hardcover

ISBN 10: 0471469106 ISBN 13: 9780471469100

Publisher: John Wiley & Sons, 2004

Synopsis

No matter what your field of expertise, this book will help you win clients through a variety of practical, proven techniques you'll find only here. Packed with real-world, effective business-driving tactics-as well as up-to-the-minute advice on getting the most out of new technologies-this helpful guide will show you how to market yourself in new ways, soar over IRS hurdles, and grow your home-office operation into a thriving practice.

About this title

About the Author

HERMAN HOLTZ was a nationally recognized authority on business and consulting, and the author of more than forty-five business and professional books. DAVID ZAHN is a preeminent authority on consulting. He is the cofounder of Clow Zahn Associates, a consultancy whose clients have included Kraft, Coors, Hallmark, RJ Reynolds, Johnson & Johnson, Campbell's, Tropicana, Dr. Pepper, Ocean Spray, Nabisco, and many others.

From the Back Cover

The classic guide to consulting?now updated and more comprehensive than ever!

This latest edition of the independent consultant?s bible addresses all the ways the business of consulting has changed since the last edition?including new information on using the Internet for marketing and on the special concerns of internal consultants. Full of no-nonsense, step-by-step techniques for setting up your consultancy and bringing in clients, this helpful, handy guide will show you how to:

• Find more leads and close more deals
• Leverage technology to meet business needs and enhance productivity
• Market yourself and your services more effectively than ever?online and offline
• Write effective proposals that sell your ideas
• Make a winning impression in meetings with new clients
• Win over clients by knowing what to listen for when discussing potential projects
• Control your cash flow and spot the warning signs of trouble
• Excel at public speaking and give killer presentations
• Negotiate, set fees, and draft contracts so you come out ahead
• Deal successfully with the IRS
• Uncover new profit centers you didn?t know about

From the Inside Flap

The world of consulting is constantly changing in response to shifting economic realities and new technologies. In this new edition of the classic guide How to Succeed as an Independent Consultant, expert David Zahn updates Herman Holtz?s sage advice to fit the new business landscape and take account of developments affecting the business.

No matter what your field of expertise, How to Succeed as an Independent Consultant will help you win clients through a variety of practical, proven techniques you?ll find only here. Packed with real-world, effective business-driving tactics?as well as up-to-the-minute advice on getting the most out of new technologies?this helpful guide will show you how to market yourself in new ways, soar over IRS hurdles, and grow your home-office operation into a thriving practice. Information added to this edition also addresses the special concerns of internal consultants?those professionals who work in-house, but provide the same service and expertise as outside consultants.

With helpful details and step-by-step advice, How to Succeed as an Independent Consultant will show you how to:

• Launch your consulting career?from finding assignments to leveraging your skills
• Use three simple rules to succeed spectacularly at your first client meeting
• Prepare for any sales situation and avoid common pitfalls when delivering your pitch
• Manage your finances, including insurance and taxes, so you can keep your business above-board and in the black
• Understand the latest ideas in marketing?and how to use the Internet, e-mail, and other technologies to attract more clients
• Write an air-tight proposal
• Affordably produce your own press releases, brochures, and other sales and promotional materials
• Get the best deal possible when you negotiate fees and contracts
• Maintain the highest ethical standards for every project

Independent consulting is more popular than ever and competition is fierce. How to Succeed as an Independent Consultant gives you a head start and a lasting edge with fully actionable advice you?ll find in no other book. Updated with the help of readers just like you, this new edition is more useful, helpful, and comprehensive than ever.

Edition details

• Publisher: John Wiley & Sons
• Publication date: 2004
• Language: English
• ISBN 10: 0471469106
• ISBN 13: 9780471469100
• Binding: Hardcover
• Edition number: 4
• Number of pages: 432