- Hardcover: 224 pages
- Publisher: Nicholas Brealey Publishing (1 Nov 1993)
- Language English
- ISBN-10: 1857880307
- ISBN-13: 978-1857880304
- Product Dimensions: 22.6 x 15.5 x 3.6 cm
- Average Customer Review: 4.4 out of 5 stars See all reviews (5 customer reviews)
- Amazon Bestsellers Rank: 729,634 in Books (See Top 100 in Books)
- See Complete Table of Contents
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More About the Author
Product Description
Product Description
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.
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Customer Reviews
Most Helpful Customer Reviews
14 of 16 people found the following review helpful
Format:Paperback
An interesting and informative read, which sings of "do as I do and as I say." Full of tips, approaches and frameworks in which to structure thinking, sales, marketing and yourself.
I got the feeling this book was more about individuals than practices, but should be a must-read for anyone planning to enter the consultancy field.
1 of 1 people found the following review helpful
Format:Paperback
If you are setting out on the road of founding your own consultancy then read this book first. It is practical and packed with useful advice. Tom Lambert shows the mistakes that many would-be consultants make in their positioning and marketing. He then goes on to give specific advice on how to create higher added-value and to be seen as an expert in your field. It was written a little while ago but most of the advice is timeless. It is highly recommended for the sole practitioner.
Format:Paperback
Very straight forward. Some proven advice on marketing and selling. Mainly aimed at freelance consultants but also relevant to small practices.
The back part contains some useful appendices giving some templates for simple consulting techniques. You will learn that there is nothing complicated out there in terms of tools and techniques.
The back part contains some useful appendices giving some templates for simple consulting techniques. You will learn that there is nothing complicated out there in terms of tools and techniques.
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Most Recent Customer Reviews
A bible for starting, or improving, as a consultant
This was recommended by a friend who took up self employment as a consultant, after redundancy, (and doing very well, thank you). Read more
Published on 11 Mar 2010 by Mr. Darrell EA Lias
Useful but dated
This book is about marketing and selling of consultancy services rather than delivering them. It is also about small consulting firms; in fact it's essentially about one-man... Read more
Published on 12 May 2007 by Graham R. Hill
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