Introduction to the Second Edition.
About the Author.
Chapter 1: Establishing Goals and Expectations
You Will Be What You Decide to Be, Nothing Less, Nothing More.
Starting at Square Zero: Financial Needs.
Personal Attributes: The Investment from Within.
Time Use: There’s No Such Thing as Not Having Enough Time.
Focus: We’re All Working Part-Time.
Why Collaboration Can Kill You.
Chapter 2: Physical Space and Environmental Needs
Act Like You Have a Business and You’ll Have One.
Alternative Work Spaces.
The Basics around You.
Beyond the Basics.
Communicating at the Speed of Light.
Getting Some Help from Some Friends.
Chapter 3: Sorting Out the Legal, Financial, and Administrative
First, Let’s Kill All the Lawyers.
Legal Requirements and Organizational Options.
Accounting, Financial, and Tax Matters—Exploiting Opportunities.
Finding a Banker and Obtaining Credit.
Other Professional Help.
Chapter 4: Fundamental Marketing
Creating a Gravity for Your Business.
Creating a Press Kit.
Stationery and Related Image Products.
Pro Bono Work.
Listings, Ads, and Passive Sources.
Chapter 5: Advanced Marketing
Creating a Brand.
Establishing a Web Site.
Obtaining Media Interviews.
Chapter 6: Initiating the Sales Process and Acquiring Business
Finding the Right Buyer.
What to Do about Gatekeepers.
Gaining Conceptual Agreement.
Creating a Succession of “Yeses”.
Chapter 7: Closing the Sale
How to Write Proposals and Cash Checks.
The Nature of Excellent Proposals.
The Nine Steps of Great Proposals.
When to Follow Up.
Six Rules for a Command Appearance.
Ten Steps to Follow If the Buyer Is Unresponsive.
Horrors, What If the Buyer Says “No!”: Six Steps to Redemption.
Chapter 8: Establishing Fees
How to Make Them Beg to Pay You More.
The Fallacy and Lunacy of Time-Based Fees and Per Diems.
Preparing and Educating the Client.
Forty Ways to Increase Your Fees.
Chapter 9: Moving to the Next Level
How to Grow Your Business Dramatically.
Finding Resources: The Pros and Cons of Staffs.
Creating Passive Income.
Investing in Longer-Term Potential.
Chapter 10: What Do You Do with Success?
How to Continue to Grow by Paying Back.
Maximize Retirement Investing.
Selective Project Acquisition.
The Firm’s Future.
Chapter 11: The Quick Start
How to Hit the Consulting Ground Running at Full Speed.
First Dimension: Creating Infrastructure.
Second Dimension: Reaching Out for Business.
Marketing Technique 1: Call Everyone You Know.
Marketing Technique 2: Target Twelve.
Marketing Technique 3: Focused Prospecting.
Quick Start, Full-Speed Mileposts and Dangers.
A: Business Plan to Attract Investment.
B: Sample “To Do” Lists.
C: Office Equipment Recommendations.
D: Trade Associations, Professional Groups, Publicity Sources.
E: Sample Biographical Sketch for a New Consultant.
F: Sample Position Paper
Accepting Equity for Your Services: Or Why the Craps Tables Suddenly Look Good.
What You Need to Know.
What You Need to Do.
G: Sources for Listings and Advertising.
H: Sample Magazine Inquiry Letter.
I: 101 Questions for Any Sales Situation You’ll Ever Face.
Qualifying the Prospect.
Finding the Economic Buyer.
Determining the Budget Range.
Preventing Unforeseen Obstacles.
Increasing the Size of the Sale.
Going for the Close.
The Most Vital Question.