Smarter Consulting: How to start up and succeed as an independent consultant > New business: Getting it, charging for it, getting paid for it

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Smarter Consulting: How to start up and succeed as an independent consultant

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Financial Times Prentice Hall

Acknowledgements

Foreword

Introduction

Ch. 1. Why do you want to do it?

Ch. 2. Are you an entrepreneur?

Ch. 3. Getting out and getting going

Ch. 4. Planning the successful start-up

Ch. 5. The life of a salesman

Ch. 6. Marketing yourself

Ch. 7. New business: Getting it, charging for it, getting paid for it

Creating your new business policy

Writing proposals that work

When to chase for the business

Making the PA your pal

Setting fees and other money worries

The variable fee game

Marking-up work

Retainer business

Expenses

Recovering development costs

Contracts and letters of engagement

When the brief changes

The gentle art of quoting

Evolving the client relationship

Getting paid

Working with different client groups

Developing long-term client relationships

Ch. 8. Developing the business

Ch. 9. Creating YOUR workplace

Ch. 10. The travelling independent consultant

Ch. 11. Counting the cost (and the profit)

Ch. 12. What’s next for the independent consultant?

Appendix

Index

Chapter 7. New business: Getting it, charging for it, getting paid for it

‘Being in your own business is working 80 hours a week so that you can avoid working 40 hours a week for someone else.’

—Ramona Arnett

Business? That’s very simple – it’s other people’s money.

—Alexander Dumas

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