TY - BOOK AU - Katcher,Bruce Leslie AU - Snyder,Adam TI - An insider's guide to building a successful consulting practice SN - 9780814414361 (pbk.) : U1 - 001.4330723 23 PY - 2010/// CY - New York PB - AMACOM KW - Business consultants KW - Consultants KW - Consulting firms KW - Management KW - New business enterprises KW - Success in business N1 - Includes bibliographical references and index; Deciding which is best for you : employee, contractor, or consultant -- Understanding the economic realities of independent consulting -- Focusing your work on a specific problem or niche -- Choosing a business model -- Establishing your credibility -- Developing and implementing a marketing plan -- Marketing directly to prospects -- Marketing your services through writing -- Marketing your consulting through speaking -- Maintaining your visibility -- Marketing your services through networking -- Selling your consulting services -- Writing proposals that lead to business -- Delivering tangible results -- Make certain your recommendations are implemented -- Maximizing the value of networking meetings -- Marketing even when you're busy -- Losing your motivation -- Becoming lonely -- Diluting your business model -- Charging too little -- Chasing prospects -- Taking stock of what's working and what's not -- Establishing a board of advisers -- Conducting research -- Maintaining readiness to adapt to change ER -