Do you relish your independence and autonomy? Are you looking for a job that makes use of your energy and expertise? This invaluable resource is the guide you need top get started. Industrial psychologist, consultant, speaker, and author Bruce Katcher combines his years of experience and insights with real stories from a range of other independent consultants to guide you on your journey of growing a consulting practice--whether they're beginners just starting up or veterans looking for new ways to invigorate their businesses. In An Insider's Guide to Building a Successful Consulting Practice, you'll learn simple yet powerful strategies for success, including how 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; set prices based on value; develop a marketing strategy; and divide your time between marketing and delivering your services. With applicable data and tangible advice gleaned from the survey results of professionals in a diverse range of industries, you'll not only learn how to keep plenty of work in your pipeline--you'll be able to adapt your consulting practice to thrive in any market.
Contents INTRODUCTION I-1 PART 1 CHARGING YOUR BATTERY 1 CHAPTER 1 DECIDING WHICH IS BEST FOR YOU: EMPLOYEE, CONTRACTOR, OR CONSULTANT 2 CHAPTER 2 UNDERSTANDING THE ECONOMIC REALITIES OF INDEPENDENT CONSULTING 15 CHAPTER 3 FOCUSING YOUR WORK ON A SPECIFIC PROBLEM OR NICHE 27 CHAPTER 4 CHOOSING A BUSINESS MODEL 34 CHAPTER 5 ESTABLISHING YOUR CREDIBILITY 59 PART 2 MARKETING YOUR CONSULTING SERVICES 67 CHAPTER 6 DEVELOPING AND IMPLEMENTING A MARKETING PLAN 68 CHAPTER 7 MARKETING DIRECTLY TO PROSPECTS 79 CHAPTER 9 MARKETING YOUR CONSULTING THROUGH SPEAKING 117 CHAPTER 10 MAINTAINING YOUR VISIBILITY 126 CHAPTER 11 MARKETING YOUR SERVICES THROUGH NETWORKING 143 CHAPTER 12 SELLING YOUR CONSULTING SERVICES 152 CHAPTER 13 WRITING PROPOSALS THAT LEAD TO BUSINESS 163 PART 3 KEEPING THE GAS TANK FILLED 171 CHAPTER 14 DELIVERING TANGIBLE RESULTS 172 CHAPTER 15 MAKE CERTAIN YOUR RECOMMENDATIONS ARE IMPLEMENTED 178 CHAPTER 16 MAXIMIZING THE VALUE OF NETWORKING MEETINGS 184 CHAPTER 17 MARKETING EVEN WHEN YOU'RE BUSY 189 PART 4 AVOIDING ROAD HAZARDS 195 CHAPTER 18 LOSING YOUR MOTIVATION 196 CHAPTER 19 BECOMING LONELY 200 CHAPTER 20 DILUTING YOUR BUSINESS MODEL 205 CHAPTER 21 CHARGING TOO LITTLE 210 CHAPTER 22 CHASING PROSPECTS 215 PART 5 GETTING MORE MILEAGE OUT OF YOUR BUSINESS 221 CHAPTER 23 TAKING STOCK OF WHAT'S WORKING AND WHAT'S NOT 222 CHAPTER 24 ESTABLISHING A BOARD OF ADVISERS 227 CHAPTER 25 CONDUCTING RESEARCH 232 CHAPTER 26 MAINTAINING READINESS TO ADAPT TO CHANGE 237 CONCLUSION 241 RECOMMENDED READING 244 INDEX 247 ABOUT THE AUTHORS 253
