Details

<p>Acknowledgments xiii</p> <p>Introduction xv</p> <p><b>Section 1</b></p> <p>Office and Practice Management 1</p> <p>Equipment Checklist and Commentary 1</p> <p>Client File Checklist and Commentary 4</p> <p>Insurance Checklist and Commentary 6</p> <p>Professional Assistance Checklist and Commentary 9</p> <p>Time and Space Allocation Checklist and Commentary 12</p> <p><b>Section 2</b></p> <p>Sales and Marketing 17</p> <p>Web Site Checklist and Commentary 17</p> <p>E-Mail Checklist and Commentary 20</p> <p>Press Kit Checklist and Commentary 22</p> <p>Sample Biographical Sketch 24</p> <p>Sample Character Reference 26</p> <p>Proposal Checklist and Commentary 26</p> <p>Proposal Template 28</p> <p>Proposal Cancellation Clauses Templates 33</p> <p>Simple Letter of Agreement Template 34</p> <p>Cold Call Telephone Script Checklist and Commentary 35</p> <p>Cold Call Telephone Script 38</p> <p>Cold Call Letter Checklist and Commentary 39</p> <p>Cold Call Letter 40</p> <p>Meeting Preparation Checklist and Commentary 41</p> <p>Networking Checklist and Commentary 43</p> <p>Networking Follow-Up Note 44</p> <p>Advertising and Listings Checklist and Commentary 45</p> <p>Sample Advertisement 46</p> <p>Fee Setting Checklist and Commentary 48</p> <p>Closing the Sale Checklist and Commentary 49</p> <p><b>Section 3</b></p> <p>Self-Development 53</p> <p>Reading Materials Checklist and Commentary 53</p> <p>Associations Evaluation Checklist and Commentary 55</p> <p>Rebutting Objections Checklist and Commentary 57</p> <p>Learning from Setbacks Checklist and Commentary 60</p> <p><b>Section 4</b></p> <p>Travel 63</p> <p>Clubs Checklist and Commentary 63</p> <p>Transportation and Lodging Checklist and Commentary 66</p> <p>Road Warrior Support Checklist and Commentary 69</p> <p><b>Section 5</b></p> <p>Project Delivery 73</p> <p>Sponsor Checklist and Commentary 73</p> <p>Interview Checklist and Commentary 75</p> <p>Focus Group Checklist and Commentary 77</p> <p>Template for Focus Group Rules 80</p> <p>On-Site Observation Checklist and Commentary 81</p> <p>Coaching Checklist and Commentary 84</p> <p>Coaching Rules of Engagement Template 86</p> <p><b>Section 6</b></p> <p>Debriefings Checklist and Commentary 87</p> <p>Report Checklist and Commentary 89</p> <p>Client Satisfaction Survey Template 91</p> <p>Forms 93</p> <p>Invoices 93</p> <p>Invoice Template 94</p> <p>Expense Reimbursement 95</p> <p>Expense Reimbursement Template 95</p> <p>Overdue Payments 95</p> <p>Overdue Payments Template 97</p> <p>Writing an Article Checklist and Commentary 98</p> <p>Template for an Article 100</p> <p>Letter to Magazine Editor Template 100</p> <p>Subcontracting 101</p> <p>Subcontracting Contract Template 102</p> <p>Follow-Up Letters 104</p> <p>Follow-Up Template for New Prospects 104</p> <p>Follow-Up Template for Failure to Make Contact 105</p> <p><b>Section 7</b></p> <p>Financial 107</p> <p>Taxes Checklist and Commentary 107</p> <p>Investment Checklist and Commentary 109</p> <p>Retirement Checklist and Commentary 111</p> <p>Credit Line Checklist and Commentary 113</p> <p>Bookkeeping Checklist and Commentary 115</p> <p>Payroll Checklist and Commentary 116</p> <p><b>Section 8</b></p> <p>Legal 119</p> <p>Incorporation Checklist and Commentary 119</p> <p>Trademark, Service Mark, Registration Checklist and Commentary 122</p> <p>Copyright Checklist and Commentary 124</p> <p>Contracts Checklist and Commentary 126</p> <p><b>Section 9</b></p> <p>Advanced Marketing 129</p> <p>Publishing Articles and Columns Checklist and Commentary 129</p> <p>Inquiry Letter Template 132</p> <p>Template for an Article 133</p> <p>Book Publishing Checklist and Commentary 134</p> <p>Template for Book Preparation 136</p> <p>Template for a Book Proposal 138</p> <p>Letter to a Literary Agent Template 146</p> <p>Interview Checklist and Commentary 147</p> <p>Interview Response Template 150</p> <p>Radio Interview Request Template 151</p> <p>Professional Speaking Checklist and Commentary 151</p> <p>Speech Development Template 154</p> <p>Speech Evaluation Template 155</p> <p>Promoting Public Speaking Template 157</p> <p>Speakers Bureau Inquiry Letter Template 161</p> <p>Letter to Trade Association Director Template 162</p> <p>Letter to Visitors or Convention Bureau Template 163</p> <p>Speaking Contract Template 165</p> <p>Advance Speaking Requirements Template 166</p> <p>Speaking Requirements Sheet Template 167</p> <p>Speech Introduction Template 168</p> <p>Newsletter Checklist and Commentary 169</p> <p>Newsletter Format Template 171</p> <p>Newsletter Subscription Offer Template 172</p> <p>Forecasting Checklist and Commentary 173</p> <p>Forecasting Template 175</p> <p>Qualifying System Template 175</p> <p>Referrals Checklist and Commentary 177</p> <p>Referrals Request Template 179</p> <p>Repeat Business Checklist and Commentary 180</p> <p>Repeat Business Suggestion Template 181</p> <p>Passive Income Checklist and Commentary 182</p> <p>Teleconference Template 185</p> <p>International Business Checklist and Commentary 186</p> <p>Alliances Checklist and Commentary 188</p> <p>Retainers 191</p> <p><b>Section 10</b></p> <p>Maximizing Success 193</p> <p>Life Balance Checklist and Commentary 193</p> <p>Reinvention Checklist and Commentary 196</p> <p>Selling Your Firm Checklist and Commentary 198</p> <p><b>Appendix</b></p> <p>Example of Trademark Registration 204</p> <p>Example of Web Site Home Page 206</p> <p>Bibliography 207</p> <p>General Business and Consulting 207</p> <p>Cold Calls 209</p> <p>Publishing Assistance 210</p> <p><b>101 Questions for Any Sales Situation You’ll Ever Face 211</b></p> <p>Sample Position Paper or White Paper 222</p> <p>Index 227</p> <p>About the Author 237</p>

ALAN WEISS, PhD, has consulted for hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, JPMorgan Chase, American Press Institute, and the Times-Mirror Group. He is the author of twenty-four books published in seven languages, including Getting Started in Consulting and Organizational Consulting, both from Wiley.

The essential resource for beginning consultants <p>Alan Weiss is one of the most successful consultants in the world. Through his popular books on the subject—including Million Dollar ConsultingTM and Getting Started in Consulting—he has helped thousands of people start and run their own successful consulting businesses.</p> <p>Now, with Million Dollar ConsultingTM Toolkit, Weiss provides a one-of-a-kind resource that goes hand in hand with his own books—or any other guide to starting your own consultancy. This handy kit is packed with flexible, customizable tools for implementing all the recommendations and ideas you'll find in Weiss's other books. It offers a wide range of options, so you can pick what's right for you and succeed on your own terms.</p> <p>Inside, you'll find checklists, guidelines, forms, templates, examples, suggested reading material, and other helpful resources that cover virtually every aspect of your consultancy, including:</p> <ul> <li>Managing your office or home practice</li> <li>Marketing and selling your services</li> <li>Traveling for business</li> <li>Managing your own Web site</li> <li>Balancing life and work</li> <li>Delivering projects on time and on budget</li> <li>Dealing with financial and legal considerations</li> <li>Finding new leads and repeat business</li> <li>And much more!</li> </ul> <p>The tools and tips in this book will save you time and money, and help you maximize your profits. Packed with expert advice from a successful consultant and unbeatable tools you won't find anywhere else, Million Dollar ConsultingTM Toolkit gives you everything you need to stop dreaming about your own practice and start practicing it.</p>

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