High Income Consulting: How to Build and Market Your Professional Practice

by TomLambert (Author)

• Used

  Paperback
  1997

  $3.47

  This revised edition features an added chapter on how to guarantee client satisfaction, first time every time, and business-like information on what the top earners do to build and sustain profitable professional practices. Fads, fallacies and futilities in consultancy come and go, but sustained success in consultancy comes from reputation and status made concrete through invariable client satisfaction. The book should also give readers, through a series of soap boxes , key information and ideas to get them accepted and respected at the highest level in the client company. Another innovation is a comprehensive action-glossary of business ideas, terms and sources of further information which should serve as a detailed, useful resource for managers and consultants. Those who already are consultants should learn: new opportunities to capitalize on information and skills; how to make networking equitable, profitable and genuinely client-centred; how to write business-winning proposals; how to set fees to maximize value to the client and profit to the consultant; why the contract is an essential marketing tool; nine low-cost ways of gaining professional exposure; how to ensure up to 80 per cent repeat and referral business; how to sell abstract, high-value services; ethical, professional and client-centred sales skills; key intervention strategies; and problem identification and avoidance. In addition, newcomers to the profession should find chapters to meet their special needs, for example: assessing their potential for success in a helping profession; setting and building a professional practice; and getting the money in quickly. Finally, Lambert shares his concept of the ideal consultancy, an ideal which he and other professionals are already turning into a reality. Tom Lambert is the author of The Power of Influence and Key Management Solutions .

• Used

  Hardcover
  1993

  $3.47

  If someone seeks independence, growth and a good return on skills and knowledge in the new Information Age, consulting may represent the ideal career path. This book is aimed at the newcomer to the profession, the executive seeking opportunity or the experienced consultant. Based on the author's 20 years of research on what the most successful consultants actually do, this comprehensive guide helps readers to build and sustain high-quality and highly profitable professional practices. Even in current tough times, small practices are growing at nearly 30 per cent a year. In a period when an increasing number of newcomers are drawn to consultancy, the book provides proven skills and management consultancy models for direct applications in a special toolkit section. At a time when accreditation for the profession is under serious discussion, this book should enable even the experienced advisor to learn the professional way to: make networking equitable, profitable and genuinely client-centred; write business-winning proposals which avoid giving services for free; set fees to maximize value to the client and profit for the consultant; write and use simple contracts and why the contract is an essential marketing tool; use the nine low-cost/no-cost ways of winning professional exposure; write a brochure/newsletter; ensure up to 80 per cent repeat and referral business; sell abstract, high-value services; use the key intervention strategies; and learn the common body of knowledge - the basis of accreditation. Newcomers to the profession will discover all of the above and to meet their special needs there are chapters on - assessing their potential for success in a helping profession, setting up and building a professional practice and how to get early bread on the table.