Be a Successful Consultant: An Insider Guide to Setting up and Running a Consultancy Practice

Contents
Preface viii
Section One ^ Getting Started 1
Chapter 1 ^ Setting the scene 3
Game plan 3
The business environment in the new millennium 3
The Shamrock Organization 4
The new self-employed market 5
Defining consulting 6
Working for a consulting firm 9
Case studies 11
Checklist 13
Scorecard 13
Chapter 2 ^ Evaluating your ¢t 14
Game plan 14
Being realistic about consulting 14
Advantages and disadvantages of consulting 15
Characteristics of successful consultants 17
Consulting and the four temperaments 26
So do people enjoy being self-employed? 33
Checklist 34
Scorecard 35
Chapter 3 ^ What type of consulting business are you running? 36
Game plan 36
Why define your business before jumping in? 36
Defining your vision 37
Defining strengths and weaknesses 41
Identifying your unique selling proposition 44
SWOT analysis 46
Establishing key result areas 49
Checklist 57
Scorecard 57
Chapter 4 ^ Establishing your business direction 59
Game plan 59
Writing a business plan 59
Deciding your legal structure 66
Setting objectives 70
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