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Getting started in consulting /

The definitive guide to getting out of the office and getting into consulting Getting Started in Consulting, Fourth Edition is the acclaimed real-world blueprint to professional and financial freedom. For nearly two decades, this invaluable resource has helped thousands of people quit the daily grin...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Weiss, Alan, 1946- (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Hoboken, New Jersey : John Wiley & Sons, Inc., [2019]
Edición:4th ed.
Colección:Business professional collection
Temas:
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • <P>Introduction to the Fourth Edition xiii</p> <p>About the Author xv</p> <p>Acknowledgments xvii</p> <p><b>Chapter 1 Your Mindset Will Determine Your Success 1</b></p> <p>The Notion of Value 1</p> <p>Support Systems 4</p> <p>Basic Necessities 9</p> <p>Hitting the Ground Running 13</p> <p><b>Chapter 2 Barging into the Business 19</b></p> <p>The Concept of Marketing Gravity 19</p> <p>Calling Everyone You Know 25</p> <p>Making Money by Working for Free (Pro Bono) 27</p> <p>Networking Is a Process, Not an Event 29</p> <p><b>Chapter 3 Becoming a Marketer 33</b></p> <p>Creating an Accelerant Curve 33</p> <p>Money Talks 37</p> <p>Wholesale and Retail 41</p> <p>Passive Income 45</p> <p><b>Chapter 4 Technology for the Next Nine Seconds 49</b></p> <p>The Greatest Technology Myths 49</p> <p>The Role of a Website Might Surprise You 53</p> <p>Social Media Platforms Are Often Tilted 57</p> <p>Remaining Cutting Edge Without Hurting Yourself 60</p> <p><b>Chapter 5 Finding the Economic Buyer 69</b></p> <p>Saint Paul Was the First Virtual Marketer 69</p> <p>HR Stands for "Hardly Relevant" 70</p> <p>Charging Past Gatekeepers 73</p> <p>The Peerage 76</p> <p><b>Chapter 6 In the Buyer's Office 81</b></p> <p>Establishing Trust 81</p> <p>Finding Issues and Dynamic Capture 85</p> <p>Gaining Conceptual Agreement 88</p> <p>Pouring Concrete 92</p> <p><b>Chapter 7 Closing the Sale 99</b></p> <p>How to Write a Proposal That's Accepted Every Time 99</p> <p>Why Buyers Go Dark 105</p> <p>You're Actually Closing Three Sales; Don't Lose Two 108</p> <p>The Virtual Handshake 113</p> <p><b>Chapter 8 Paying the Mortgage 117</b></p> <p>How to Establish Value-Based Fees 117</p> <p>Fee Formulas 120</p> <p>Fifty Factors to Consider 124</p> <p>Other Fee Considerations 127</p> <p><b>Chapter 9 Moving On Up 131</b></p> <p>Fastening the Watertight Doors 131</p> <p>Why You Don't Need a Staff and How to Find Resources 136</p> <p>Passive Income Alternatives 139</p> <p>Working Globally 143</p> <p><b>Chapter 10 Living the Dream 149</b></p> <p>Building Your Brand 149</p> <p>Moving to Advisory (Vault) Work 153</p> <p>Intellectual Property and Thought Leadership 157</p> <p>The Essence of a Career 161</p> <p>Appendix A: 101 Questions for Any Sales Situation You'll Ever Face 167</p> <p>Appendix B: Suggested Reading in the Field 179</p> <p>Appendix C: Sample Proposal 181</p> <p>Appendix D: Sample Long Biographical Sketch 187</p> <p>Appendix E: Sample Short Biographical Sketch 191</p> <p>Appendix F: Further Resources 193</p> <p>Index 195</p>