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The owner's manual for the independent sales consultant

Aspiring sales consultants will learn the latest in presentation and training skills，designing and planning campaigns and special promotions，writing sales literature，arranging publicity，and much more.

Preface

Consulting: What Is It?

What Consulting Is and Is Not

What Is Sales Consulting?

What Does a Consultant Do?

The Client-Consultant Relationship

A Solution to the Problem

Chapter1 Founding Your Business

Organization and Structure

Form of Your Business Organization

Naming Your Business Organization

Your Business Organization's Home Base

Using Other Specialists' Services

Marketing

Operating Capital

A Business Plan

Common Work-at-Home Problems

Keeping Office Hours in Your Home

The Need for a Working Environment

Workaholism

Learn to Say No (and How to Say It)

It Can Be a Lonely Job

Productivity

Chapter2 Capital and Cash Flow Management

Front-End Problems

Cash Flow Management

Managing Your Cash Flow

Labor-Intensive versus Capital-Intensive Requirements

Solving Financial Problems

Deposits, Retainers, and Progress Payments

Other Cash Flow Resources

Other Approaches

Chapter3 Insurance and Taxes

Taxes and the Home Office

Insurance

Chapter4 Pricing Your Services

Two Basic Approaches

The Choices

How Pricing Is Affected

The Need for Specifications

Pros of Working for Hourly Rates

Pros of a Firm, Fixed Price

Alternatives Open to You

Billable Hours

The Basis for All Pricing

A Few Tips on Estimating Costs

Discounting for Prompt Payment

Setting Your Rates

Prices and Market/Client Definition

An Ethical Problem in Hourly Rates

Other Kinds of Market Definitions

Chapter5 Using Lawyers, Accountants, and Other

Special Services

The Age of the Specialist

Do You Need a Lawyer?

Is It All over Your Head?

Beware of Ready-Made Solutions and Conventional Wisdom

Inherent Paradox of Conventional Wisdom

……

Chapter6 Duilding a Clientel:Marketing

Chapter7 Finding Your Niches

Chapter8 Selling to the Government and Proposal Writing

Chapter9 Ancillary Services and Other Incom Sources

Chapter10 Contract and Negotiations

Chapter11 Client Relationships and Ethical Considerations

Chapter12 Some COmmonsense NOtes about Writing

Clgssary

Index

Herman Holtz (Wheaton， MD) is the author of the bestseller How to Succeed as an Independent Consultant and has been a consultant to such companies as IBM， GE， Dun & Bradstreet， and Chrysler.

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书籍介绍

The owner's manual for the independent sales consultant Aspiring sales consultants will learn the latest in presentation and training skills, designing and planning campaigns and special promotions, writing sales literature, arranging publicity, and much more. Herman Holtz (Wheaton, MD) is the author of the bestseller How to Succeed as an Independent Consultant and has been a consultant to such companies as IBM, GE, Dun & Bradstreet, and Chrysler.