{"product_id":"the-new-business-of-consulting-isbn-9781119556909","title":"The New Business of Consulting","description":"\u003cp\u003e\u003cb\u003eEverything you ever wanted to know about consulting—a practical roadmap for aspiring entrepreneurs \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSeismic changes occurring in the workforce are leading to more and more people entering the world of contract, freelance, and contingency work. Rapid changes in demographics and advances in technology have led companies and talent to engage in profoundly new ways and consulting is one of the keys to success.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe New Business of Consulting\u003c\/i\u003e is authentic and practical, and shares the knowledge and skills required to start and grow a successful consulting business. From how to make a smooth career transition, to how to determine a consulting fee, to how consultants inadvertently create a bad reputation, it covers everything you need to know to thrive and flourish in this competitive field.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eCovers contemporary topics, such as how to achieve success in the gig economy\u003c\/li\u003e \u003cli\u003eDiscloses a reliable technique to land the clients you want\u003c\/li\u003e \u003cli\u003ePresents options to help you balance your life and your business\u003c\/li\u003e \u003cli\u003ePrepares you for naming your business, managing critical financial issues, and building a client relationship\u003c\/li\u003e \u003cli\u003eShows you how to take your income and impact beyond working as a solopreneur\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe crucial start-up days of a consulting business may be frenetic and fraught with questions. This new edition provides sanity and answers all the questions. It includes practical tools, templates, and checklists that you can download and implement immediately.\u003c\/p\u003e \u003cp\u003eExhibits and the Companion Website xi\u003c\/p\u003e \u003cp\u003eForeword xv\u003c\/p\u003e \u003cp\u003eAcknowledgments xix\u003c\/p\u003e \u003cp\u003eIntroduction xxi\u003c\/p\u003e \u003cp\u003e\u003cb\u003eOne \u003c\/b\u003e\u003cb\u003eSo You Want to Be a Consultant 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Consulting? 3\u003c\/p\u003e \u003cp\u003eWhy Consulting Now? 4\u003c\/p\u003e \u003cp\u003eFour Ways to Get Started 10\u003c\/p\u003e \u003cp\u003eMyths About Consulting 17\u003c\/p\u003e \u003cp\u003eRealities and Rewards of Consulting 22\u003c\/p\u003e \u003cp\u003eJust What Are You Getting Yourself Into? 23\u003c\/p\u003e \u003cp\u003eFor the Consummate Consultant 29\u003c\/p\u003e \u003cp\u003e\u003cb\u003eTwo \u003c\/b\u003e\u003cb\u003eTalents and Tolerance 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYour Skills for Success 33\u003c\/p\u003e \u003cp\u003eRoles You May Play 40\u003c\/p\u003e \u003cp\u003eSigns of a Mediocre Consultant 42\u003c\/p\u003e \u003cp\u003eYour Personal Situation 43\u003c\/p\u003e \u003cp\u003eCaution: Business Owner Ahead 45\u003c\/p\u003e \u003cp\u003eEntrepreneurial Characteristics 45\u003c\/p\u003e \u003cp\u003eFor the Consummate Consultant 50\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThree \u003c\/b\u003e\u003cb\u003eDollars and Sense 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Much Income Do You Require? 52\u003c\/p\u003e \u003cp\u003eHow Much Should You Charge? 56\u003c\/p\u003e \u003cp\u003eSelecting a Pricing Structure 64\u003c\/p\u003e \u003cp\u003eOther Pricing Decisions 68\u003c\/p\u003e \u003cp\u003eOther Charges 70\u003c\/p\u003e \u003cp\u003eFee Increases 71\u003c\/p\u003e \u003cp\u003eEthics of Pricing 73\u003c\/p\u003e \u003cp\u003eMoney Discussions 75\u003c\/p\u003e \u003cp\u003eValue of a Guarantee 76\u003c\/p\u003e \u003cp\u003eFor the Consummate Consultant 77\u003c\/p\u003e \u003cp\u003e\u003cb\u003eFour \u003c\/b\u003e\u003cb\u003eStarting . . . 79\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Some Start-Ups Succeed and So Many Fail 81\u003c\/p\u003e \u003cp\u003eWhat’s in a Name? 82\u003c\/p\u003e \u003cp\u003eSelecting an Accountant 86\u003c\/p\u003e \u003cp\u003eSelecting a Legal Entity 87\u003c\/p\u003e \u003cp\u003eA Business Plan to Guide You 89\u003c\/p\u003e \u003cp\u003ePlan to Use Your Business Plan 95\u003c\/p\u003e \u003cp\u003eStart-Up Costs 100\u003c\/p\u003e \u003cp\u003eFinding Your Niche 102\u003c\/p\u003e \u003cp\u003eYour Image Is Everything 105\u003c\/p\u003e \u003cp\u003eExperiencing the Experience Maze 108\u003c\/p\u003e \u003cp\u003eFor the Consummate Consultant 113\u003c\/p\u003e \u003cp\u003e\u003cb\u003eFive \u003c\/b\u003e\u003cb\u003e. . . And Staying in Business 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMarketing from Day One 117\u003c\/p\u003e \u003cp\u003eCreating Your Marketing Plan 118\u003c\/p\u003e \u003cp\u003eUsing the Internet 128\u003c\/p\u003e \u003cp\u003eSurprising but Practical Th oughts on Marketing 131\u003c\/p\u003e \u003cp\u003eTactics for Low-Budget Marketing 136\u003c\/p\u003e \u003cp\u003eContacting Potential Clients 141\u003c\/p\u003e \u003cp\u003eProposals Lead to Contracts 148\u003c\/p\u003e \u003cp\u003eWhy Would You Refuse an Assignment? 150\u003c\/p\u003e \u003cp\u003eFor the Consummate Consultant 151\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSix \u003c\/b\u003e\u003cb\u003eThe Cost of Doing Business 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKeeping Records for Your Consulting Business 155\u003c\/p\u003e \u003cp\u003eWatch Your Cash Flow 156\u003c\/p\u003e \u003cp\u003eTrack Your Expenses 164\u003c\/p\u003e \u003cp\u003eSet Aside Petty Cash 172\u003c\/p\u003e \u003cp\u003eCharge Your Client 175\u003c\/p\u003e \u003cp\u003eProject Revenues 179\u003c\/p\u003e \u003cp\u003eDeal with Bad Debts 179\u003c\/p\u003e \u003cp\u003eKeep an Eye on Your Numbers 181\u003c\/p\u003e \u003cp\u003eFor the Consummate Consultant 186\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSeven \u003c\/b\u003e\u003cb\u003eBuilding a Client Relationship 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRelationships: It’s Why You’re in Business 189\u003c\/p\u003e \u003cp\u003eThe First Meeting 191\u003c\/p\u003e \u003cp\u003eFour Phases of Building a Client-Consultant Partnership 193\u003c\/p\u003e \u003cp\u003eAdding More Value 204\u003c\/p\u003e \u003cp\u003eHow Many Clients Do You Need? 211\u003c\/p\u003e \u003cp\u003eHow to Improve the Relationship Continuously 211\u003c\/p\u003e \u003cp\u003eIt’s the People 214\u003c\/p\u003e \u003cp\u003eMaintain the Relationship Aft er the Project 215\u003c\/p\u003e \u003cp\u003eEnsure Success 216\u003c\/p\u003e \u003cp\u003eFor the Consummate Consultant 218\u003c\/p\u003e \u003cp\u003e\u003cb\u003eEight \u003c\/b\u003e\u003cb\u003eGrowing Pains 219\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAdding People 221\u003c\/p\u003e \u003cp\u003eGrowing Without Adding People 238\u003c\/p\u003e \u003cp\u003eExpand Your Geographical Market 247\u003c\/p\u003e \u003cp\u003eDoing Everything You Can to Grow Your Current Business 249\u003c\/p\u003e \u003cp\u003eFor the Consummate Consultant 253\u003c\/p\u003e \u003cp\u003e\u003cb\u003eNine \u003c\/b\u003e\u003cb\u003eThe Ethics of the Business 255\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConsultant to Client 258\u003c\/p\u003e \u003cp\u003eConsultant to Consultant 265\u003c\/p\u003e \u003cp\u003eClient to Consultant 269\u003c\/p\u003e \u003cp\u003eParting Ethics Shots 270\u003c\/p\u003e \u003cp\u003eFor the Consummate Consultant 272\u003c\/p\u003e \u003cp\u003e\u003cb\u003eTen \u003c\/b\u003e\u003cb\u003eExude Professionalism 273\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCompetencies to Boost Your Consulting Success 275\u003c\/p\u003e \u003cp\u003eContinuing to Learn 286\u003c\/p\u003e \u003cp\u003eBalancing Your Life and Your Business 289\u003c\/p\u003e \u003cp\u003eManaging Your Time 291\u003c\/p\u003e \u003cp\u003eGiving Back 297\u003c\/p\u003e \u003cp\u003eFor the Consummate Consultant 299\u003c\/p\u003e \u003cp\u003e\u003cb\u003eEleven \u003c\/b\u003e\u003cb\u003eDo You Still Want to Be a Consultant? 301\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Week in a Consultant’s Life 304\u003c\/p\u003e \u003cp\u003eVisualizing Success 316\u003c\/p\u003e \u003cp\u003eTaking Action 317\u003c\/p\u003e \u003cp\u003eGet Ready, Get Set . . . 318\u003c\/p\u003e \u003cp\u003eFor the Consummate Consultant 324\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix \u003c\/b\u003e\u003cb\u003e325\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHelpful Resources and Links 325\u003c\/p\u003e \u003cp\u003eReading List 327\u003c\/p\u003e \u003cp\u003eAbout the Author 331\u003c\/p\u003e \u003cp\u003eIndex 333\u003c\/p\u003e  \t\u003cp\u003e\u003cb\u003eELAINE BIECH\u003c\/b\u003e\u003cb\u003e\u003c\/b\u003e is a dedicated lifelong learner who believes that excellence isn't optional. She has been consulting for more than 35 years helping global organizations and individuals reach their potential. Elaine has been featured in \u003ci\u003eThe Wall Street Journal, Harvard Management Update, Investor's Business Daily,\u003c\/i\u003e and\u003ci\u003e Fortune.\u003c\/i\u003e She has published more than 85 books, including \u003ci\u003eTraining and Development For Dummies, The New Consultant's Quick Start Guide,\u003c\/i\u003e and the \u003ci\u003eWashington Post #1\u003c\/i\u003e bestseller,\u003ci\u003e The Art and Science of Training.\u003c\/i\u003e \t  \u003c\/p\u003e\u003cp\u003eThe world of work has undergone immense changes over the past decades. The digital economy, new technologies, and increased global competition have given rise to new business realities. Predictions that more than half of the U.S. workforce will have non-traditional jobs in the next few years are common. More and more people are looking for new ways to earn their living. Freelancers, contractors, free agents, gig workers, on-demand labor, and many more terms are all basically describing the same business—consulting. A lucrative $250 billion industry, consulting is growing at a phenomenal pace. Millions have taken the initiative to create their own livelihood and do what they want, when they want, and how they want. The timing couldn't be better. \u003c\/p\u003e\u003cp\u003eConsultants are more respected and in higher demand than ever before. Companies actively seek people with the expertise they need for any number of projects. Technology has empowered consultants to work from anywhere, to connect with clients, close a big deal, or build a brand from their home offices. We are all consultants to varying degrees, experts in something. \u003ci\u003eThe New Business of Consulting:\u003c\/i\u003e \u003ci\u003eThe Basics and Beyond\u003c\/i\u003e helps you transform your personal expertise into professional consulting success, sharing the practical know-how and entrepreneurial skills necessary to thrive in this dynamic field. \u003c\/p\u003e\u003cp\u003eAuthor Elaine Biech shares the knowledge gathered over her 35 years of experience as a management consultant, trainer, and designer to guide new and aspiring consultants through every crucial stage of their business. Engagingly written chapters, beginning with relatable real-life stories from the world of consulting, present information in the same order that you will most likely need as you move into a consulting role. Practical tips and insights help to spark ideas for your specific needs, point to resources where you can search for more ideas, and give you a preview of the day-to-day life of a professional consultant. The section, \"For the Consummate Consultant,\" offers actions that go beyond the content in the chapter—\u003ci\u003ebeyond the basics.\u003c\/i\u003e A multitude of checklists, assessments, templates, financial forms, and online tools prepare you to project cash flow, plan marketing campaigns, track your time, measure your business aptitude, and much more. \u003c\/p\u003e\u003cp\u003eFocusing primarily on the business side of consulting, \u003ci\u003eThe New Business of Consulting\u003c\/i\u003e provides everything you need to start and manage a successful consulting business, including how to develop a business plan, how to market your business, how to charge for your services, how to grow the business, and how to prosper in this rewarding profession.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePRAISE FOR THE NEW BUSINESS OF CONSULTING\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Practical, compassionate, and a good alternative to an MBA.\"\u003cbr\u003e \u003cb\u003e—Peter Block,\u003c\/b\u003e author of \u003ci\u003eFlawless Consulting\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\"If you want to start a business—and stay in business—\u003ci\u003eThe New Business of Consulting\u003c\/i\u003e is an essential read.\"\u003cbr\u003e \u003cb\u003e—Daniel H. Pink,\u003c\/b\u003e author of \u003ci\u003eWhen, Drive,\u003c\/i\u003e and\u003ci\u003e Free Agent Nation\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\"Is it time to start your own consulting business? Don't start without first reading Elaine Biech's??\u003ci\u003eThe New Business of Consulting\u003c\/i\u003e.??The book, paired with her 35 years as a successful consultant, forms a perfect guide for your success.\"\u003cbr\u003e \u003cb\u003e—Marshall Goldsmith,\u003c\/b\u003e #1??\u003ci\u003eNew York Times\u003c\/i\u003e??bestselling author of??\u003ci\u003eTriggers, Mojo,\u003c\/i\u003e and\u003ci\u003e What Got You Here Won't Get You There\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003eAre you thinking about starting your own consulting business? More and more people are entering the world of contract, freelance, and contingency work. The days of lifetime employment, regular salary increases, generous benefits, and full pensions upon retirement are largely a thing of the past. The dream of being your own boss and charting your own path is more attainable than ever for those willing to pursue their passion and to do the work they love. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe New Business of Consulting\u003c\/i\u003e shares the skills and knowledge required to start and grow a successful and profitable consulting business. The specifics of your consulting are entirely up to you—if you have expertise that is in demand, it is relatively inexpensive and easy to break into consulting. Wherever your expertise lies, entrepreneurial skills are essential to your success. \u003c\/p\u003e\u003cp\u003eThe initial days of your new endeavor may be hectic and riddled with questions. Elaine Biech provides the answers from creating your business plan and naming your business, to managing critical financial issues, as well as building client relationships and expanding your business. This book covers everything you need to know to thrive in this competitive field. \u003c\/p\u003e\u003cp\u003eWork with the people you choose, increase your sense of meaning and fulfillment in your professional life, control your time and commitments, and take charge of your own future.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990295232741,"sku":"NP9781119556909","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119556909.jpg?v=1761787243","url":"https:\/\/k12savings.com\/products\/the-new-business-of-consulting-isbn-9781119556909","provider":"K12savings","version":"1.0","type":"link"}