An Insider's Guide to Building a Successful Consulting Practice

An Insider's Guide to Building a Successful Consulting Practice

An Insider's Guide to Building a Successful Consulting Practice

An Insider's Guide to Building a Successful Consulting Practice

Synopsis

Whether you're a beginner just starting up a consulting practice, or a veteran looking for ways to invigorate your existing business, An Insider's Guide to Building a Successful Consulting Practice is an invaluable resource. Featuring real stories from consultants in diverse industries, the book offers simple yet powerful ways to:


Identify a market and narrow your focus
• Make a smooth transition from employee to independent consultant
• Sell effectively even if you've never sold before
• Establish visibility through speaking, writing, and networking
• Build credibility by leveraging the credibility of others
• Set prices based on value
• Develop a marketing strategy and divide your time between marketing and delivering your services
• Keep plenty of work in yourpipeline
• Adapt and thrive in any market condition
• And much more


Complete with the results of an original survey of 200 successful independent consultants, this handy guide provides the kind of real-life advice you need to build a thriving business.

Excerpt

At approximately 2:00 pm on Thursday, February 18, 1993, I was sitting in my Wellesley Hills, Massachusetts, office at a large international consulting firm. My new boss came into my office and said, “Bruce, we are going to have to lay you off.” I was devastated. Immediately, my mind started racing. How was I going to support my family? How much severance would I receive? How soon would I have to leave? Should I look for work at another consulting firm, or a corporate job, or go back to teaching college?

I was anxious, scared, and angry. I felt powerless. What happened next changed my life. a lightbulb went on in my mind. “I am not going to let this ever happen to me again,” I said to myself. “Nobody is ever going to have total control over my financial fate again. I am going into business for myself so that I can control my own destiny.”

The experience reminded me of that famous scene from the classic movie, Gone with the Wind, when Scarlett O’Hara returns at the end of the Civil War to Tara, the magnificent Southern plantation where she was raised. She finds that her home had been used as a military headquarters. All of the artwork and furniture are gone. the slaves, of course, have left. Her father has gone mad. She is devastat-

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