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How to make it big as a consultant
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Librairie Eyrolles - Paris 5e

How to make it big as a consultant

How to make it big as a consultant

William A. Cohen

348 pages, parution le 01/01/2001 (3eme édition)


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


  • Acknoledgements
  • Preface
  • The business of consulting
  • How to get clients : direct marketing methods
  • How to get clients : indirect marketing methods
  • Marketing consultant services to the public sector
  • Making the initial interview a success
  • How to write a proposal
  • Pricing your services
  • What you must know about consulting contracts
  • Planning and scheduling the consulting project
  • Negotiating with your client
  • How to solve your client's problems easily
  • How to research a consulting project
  • The importance of ethics in consulting
  • Mking professional presentations
  • What a computer can do for you in consulting
  • What the internet can do for you in consulting
  • How to run your consulting business
  • Epilogue
  • Appendix
  • Index

L'auteur - William A. Cohen

William A. Cohen (Pasadena, CA) is an authority on leadership and strategy formulation and deployment. He gives speeches and seminars for the Industrial College of the Armed Forces, the Air War College, the FBI Academy, all four armed services, and corporations from Boeing to The Cheesecake Factory. He is the author of The New Art of the Leader, The Wisdom of the Generals, and How to Make it Big as a Consultant.

Caractéristiques techniques

Éditeur(s) Amacom
Auteur(s) William A. Cohen
Parution 01/01/2001
Édition  3eme édition
Nb. de pages 348
Format 15 x 23
Couverture Broché
Poids 560g
Intérieur Noir et Blanc
EAN13 9780814470732


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