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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
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.