David Kintler - Streetwise Independent Consulting: Your Comprehensive Guide to Building Your Own Consulting Business
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The authoritative guide to building an independent consulting practice! Streetwise Independent Consulting is your one-stop resource for starting, running, and growing a consulting business. From finding new prospects, to writing proposals, to setting your pricing, this book has it all.
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STREETWISE
INDEPENDENT
CONSULTING
A Comprehensive Guide to Building
Your Own Consulting Business
DAVID KINTLER
with BOB ADAMS, M.B.A.
Copyright 1998, F+W Media, Inc. All rights reserved.
This book, or parts thereof, may not be reproduced in any form without permission from the publisher; exceptions are made for brief excerpts used in published reviews.
A Streetwise Publication.
Streetwise is a registered trademark of F+W Media, Inc.
Published by Adams Media, a division of F+W Media, Inc.
57 Littlefield Street, Avon, MA 02322. U.S.A.
www.adamsmedia.com
ISBN 13: 978-1-58850-728-9
ISBN 10: 1-55850-728-0
Printed in the United States of America.
10 9
Library of Congress Cataloging-in-Publication Data
Kintler, David.
Adams Streetwise consulting / by David Kintler and Bob Adams.
p. cm.
Includes index.
ISBN 155850728-0
1. Business consultants. I. Adams, Bob, 1955- . II. Title.
HD69.C6K52 1997
658.4'6-dc21 9735172
CIP
Cover photo: Rob Gage/FPG International Corp.
Inside photos: Photodisc Images 1996, Photo Disc, Inc.,
Image Club Graphics StudioGear, and BodyShots 1994.
This publication is designed to provide accurate and authoritative information with regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional advice. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.
From a Declaration of Principles jointly adopted by a Committee of the American Bar Association and a Committee of Publishers and Associations
This book is available at quantity discounts for bulk purchases.
For information, call 1-800-289-0963.
Your ultimate success as a consultant is going to depend more on how well you manage and run your consultancy as a business, (than as opposed to) the specialized consulting skills and background that you bring to the business. Many extremely knowledgable and talented professionals have not succeeded in consulting because they did not view consulting as a business in itself and did not develop the skills necessary to succeed at this business. On the other hand, many people with only average skill in their particular profession, have developed thriving consultanciesbecause they did a good job of running their consulting business.
This book is designed to show you all of the ins and outs of starting and successfully running an independent consulting business. It is designed to fill the gap between the skills you have learned in your particular profession and the information that you need to know to turn those skills into a flourishing consultancy. Like any other business, you will more likely succeed at consulting if you carefully develop a plan and a strategy for your business, than if you just start trying to land clients.
Landing clients might at first seem like a formidable taskbut as you will learn in this book there are many proven techniques that enable you to develop a steady flow of new clients. Youll learn how to solicit potential clients, how to to get potential clients to contact you, what to say on the phone with potential clients, and how to make an in-person presentation. Youll learn how to create all kinds of different proposalsand what the key elements are that make a proposal much more likely to win an assignment.
There are many other facets of the consulting business that you need to knowand this book covers them all. From pricing your services, to renting an office, to legal issuesyoull get the inside story from David Kintler, the primary author of this book and a highly successful consultant. Youll learn how to run your consulting business right! And youll soon be consulting your way to success!
Bob Adams
Founder and President
Adams Media Corporation
G etting started in consulting is like building the foundation of a house. The key is to build a solid foundation in order to build a strong business. Some of the very important starting steps include: developing a mission statement; writing up a target market profile; identifying your competition; doing a service benefits analysis; and creating a unique selling proposition.
C ongratulations! After all those years in corporate life, youve decided to start a consulting practice. This is a new eraand that means corporations are continually downsizing and rightsizing. Whatever you want to call itthings are not the same. The opportunities that used be present in corporate lifethe security, the path to advancement, and the ability to build a future are just not what they used to be.
Perhaps youre at a place where youve had it with corporate life. Maybe your company has merged with another, and youve been reengineered out of the new organization. Perhaps youve been asked to move to one of the worst cities in the U.S. at a lesser position. It could be that you dont believe in the company you work foror your boss is a total turkey. You know there has to a better wayand consulting seems like the answer.
A consulting practice can be all that you dream it can be. Just some of the things that it will provide you are:
- The opportunity to put to work the knowledge that youve accumulated in your years of industry experience
- The ability to enjoy the freedom and independence of doing your own thing
- The possibility of achieving excellent financial rewards
- The flexibility of living wherever you want
- The freedom to take on those assignments you feel are stimulating and rewardingand the option of walking away from opportunities you dont intrinsically enjoy
- The chance to meet new people in other companies and industries
- The satisfaction of working with the best resources you can find to get the job done
The career opportunity youve chosen is one of the most rapidly expanding areas in business today. As reported in Management Constant International, published by Lafferty Publications, Ltd., Combined revenues [in 1995] at the top 30 firms grew by 21 percent to $23.2 billion in 1995.
Consulting firms are fast becoming an essential outsource service for downsizing companies.
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