90 Days to Success in Consulting by William McKnight

90 Days to Success in Consulting by William McKnight
Item# 151006028
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90 Days to Success in Consulting by William McKnight

Interested in entering the consulting business? Already have a consulting practice but want to take its profits to the next level? 90 Days to Success in Consulting provides an action plan for success in the ultra-competitive consulting industry. The book is designed to logically take you through the major consulting topics and provide action items to be done in the next 90 days for immediate business functions, as well as for planning the future phases of your consulting journey. The book covers the various opportunities available, including the traps and pitfalls to avoid, ensuring a successful career as a consultant.


From the Author: Top Mistakes Consultants Make... In Developing the Business

Failing to mind the business side of the practice, whatever that may be Letting your personal image decline Failing to stay educated in your field and letting the clients get ahead of you Not updating your skills Failing to create intellectual property and reasons/cover for clients to hire you Creating a high cost structure for the business Not monitoring company and service messaging by your sales channels Spending too long on fruitless activity Failing to see the signs of business decline and time for adjustment Working too much and failing to balance your life

In Selling the Services

Always overtly angling the client for more work Caving on client rate and price demands without negotiating reduced scope Acting subservient (or superior) to the prospective hiring manager Not reading contracts thoroughly or making them detailed enough For fixed-price work, not tightening up acceptance/completion criteria

In Engagements

Bringing out the same hammer to solve every client problem Doing great work, but ultimately failing due to poor interpersonal relationships Burying issues in hopes they go away instead of proactively solving them Assuming the client is on board with your industry terminology Staying at the "consultant speak" level and not forging real solutions Adopting an employee mindset with the client in terms of work culture Always angling for personal credit in situations instead of giving credit


PART 1: BREAKING INTO CONSULTING AS A PROFESSION. 1: What is consulting? 2: The Traits of a Professional Consultant. 3: Image Building Blocks. PART 2: ESTABLISHING AND EXPANDING THE PRACTICE. 4: The Bottom Line. 5: How to Stay Current. 6: Service Planning. 7: Establishing Fees. 8: Dealing with Clients and Prospects. 9: Client Contracts. 10: Acquiring People. 11: Requests for Information/Requests for Proposals. 12: Client Communications. 13: Writing and Speaking. PART 3: BEYOND INITIAL SUCCESS. 14: Managing Capital. 15: Partnerships. 16: Getting the Word Out. 17: International Expansion. 18: Marketable Value and Exit Strategies. 19: A Parting Word.