How to Make It Big As a Consultant - Hardcover

"A consultant is an entire company all rolled up into one person! A consultant acts as marketer, salesperson, subject expert, legal adviser, accountant, negotiator, and more! In other words--consultants need help!

That's why How to Make It Big as a Consultant keeps selling and selling. Written by a veteran consultant with hundreds of consulting engagements to his credit, this up-close-and-personal guide is filled with highly-focused, detailed advice on every aspect of starting up and maintaining a highly lucrative consulting career.

Completely updated, the third edition includes new chapters on how to do effective research, and how the Internet can provide a multitude of business opportunities. All the basics that make this book a favorite are still included, such as how to:

* Understand what clients think they need (and analyze if it's what they really need)

* Market the business--both directly and indirectly

* Create the structure for an assignment (proposals, pricing, contracts, scheduling)

* Solve clients' problems (using the Harvard Case Study Method)

* Structure and run the business (all the legal, tax, and insurance issues)

* Grow and evolve to become an outstanding consultant--one that clients turn to again and again."

You’d be hard pressed to find better job perks than those that come with running your own consulting practice. (That is, unless you don’t like the idea of authoriz­ing your own salary increases, making your own hours, and choosing the people for whom you’ll work.) But if you’re going to make your business take off, it helps to have the concrete guidance of someone who’s helped hundreds of thousands make more money in consult­ing than they ever dreamed.

Written by an accomplished consultant with hundreds of consulting engagements to his credit, How to Make It Big as a Consultant is loaded with detailed guidance on every aspect of maintain­ing a lucrative consulting practice in any economy.

You’ll find out how to:

* deal with the legal, tax, and insurance issues involved in setting up and running your business

* understand what your clients really need

* create the structure for an assignment (proposals, pricing, contracts, scheduling)

* market your business

* use the Harvard Case Study Method to solve your clients’ problems

* and much more!

Completely updated and revised throughout, the fourth edition of this classic, best-selling guide features new chapters on developing strategies for clients, leading consulting teams, and more. This is a long-trusted handbook that will help you master the fundamentals of the business and become the kind of outstanding consultant your clients will turn to again and again.

Praise for Previous Editions:

“Highly recommended for its expertise and no-nonsense approach....One of the best business books of the year.”         — Library Journal

“One of the best guides is How to Make It Big as a Consultant...focused and detailed advice. Read this book when you’re serious about starting up a consulting career.”

            — Joyce Lain Kennedy, Tribune Media Services

“All necessary steps to break into consulting are examined in a straightforward, easy-to-read style. Anyone considering starting a consulting firm can avoid common start-up dilemmas by first consulting this book.”      — New Business Opportunities

William A. Cohen, Ph.D.,, is President of the Institute of Leader Arts and an international speaker on management and leadership. As Director of the Small Business Institute for California State University Los Angeles, he built the program into one of the country’s largest, supervising con­sult­ing for more than 700 small businesses. He is the author of many books including The New Art of the Leader and A Class with Drucker. He lives in Pasadena, California.