Part I: So You Want to Be a Consultant 7

Chapter 1: Introducing the Wonderful World of Consulting 9

Chapter 2: Deciding Whether Consulting Is Right for You 23

Chapter 3: Taking the Plunge with Your Own Consulting Business 37

Part II: Get ting Your Consulting Business Of f the Ground 49

Chapter 4: Starting a Successful Consulting Business 51

Chapter 5: The Legal, Financial, and Ethical Considerations of Your Business 69

Chapter 6: What Are You Worth? Setting Your Fees91

Part III: The Consulting Process 109

Chapter 7: Defi ning the Problem and Writing a Winning Proposal 111

Chapter 8: Data Here, Data There, Data, Data, Everywhere 129

Chapter 9: Problem-Solving and Developing Recommendations 139

Chapter 10: Tell It Like It Is: Presenting Your Recommendations 147

Chapter 11: Implementation: Making Your Prescriptions Work 159

Part IV: Selling and Marketing Your Consulting Services 167

Chapter 12: The ABCs of Selling Consultancy 169

Chapter 13: Getting the Word Out: Promoting Your Business 183

Chapter 14: Building Business and Referrals through Current Clients 193

Chapter 15: Building Business with New Clients 205

Part V: Taking Care of Business 221

Chapter 16: Contracting for Business: It's a Deal! 223

Chapter 17: Keeping Track of Your Time and Money 235

Chapter 18: Communicating Your Way to Success 249

Chapter 19: Troubleshooting Issues and Problems 263

Part VI: Taking Your Consulting Business to the Next Level 275

Chapter 20: Building on Your Success 277

Chapter 21: Advanced Pricing Strategies 287

Chapter 22: Enhancing Your Image and Reputation 297

Part VII: The Par t of Tens 307

Chapter 23: Ten Ways to Improve Your Cash Flow 309

Chapter 24: Ten Effective Marketing Strategies for New Business 315

Chapter 25: Ten Ways to Build Business with a Client 321

Index 327