Book Description

Whether you are contracting your services to others or hiring independent contractors to work for you, it's essential to get everything in writing -- if you don't, you could lose time, money and credibility.

Consultant and Independent Contractor Agreements gives you the plain-English instructions and easy-to-use forms you need to get the legalities straight, stay out of trouble and get the job done.

If you're an independent contractor...

Take the legal steps necessary to document each new project that comes your way -- if you get audited, you'll be glad you did. This easy-to-use book gives you all the tools you need to:

*put your agreement in writing
*define a project's scope, components and duration
*satisfy IRS requirements
*get paid on time and in full
*avoid disputes with clients
*drum up new business

If you're hiring independent contractors...

Using freelancers can get you great results and save you money -- but you need to know what it takes to avoid the ire of the IRS while protecting your business and intellectual property. Here's everything you need to:

*put your agreement in writing
*define a project's scope, components and duration
*satisfy IRS requirements
*protect your trade secrets, trademarks, patents and copyrights
*avoid disputes with independent contractors
*get your money's worth

The 4th edition is completely updated to provide the latest rules and regulations, plus new contracts for drivers, messengers and delivery people. ... Read more

Reviews (1)

Use templates but get final validation from a lawyer.
If you are running a small business, you will definitely need some sort of agreements to use with your clients or vendors. This Nolo guide should be used in conjunction with another Nolo guide 'How to Create Noncompete Agreements' to have the best combination of contracts to protect yourself.

The first few chapters in the book outline both perspectives - hired consultant and client hiring the consultant. The chapters following these initial chapters focus on different kinds of situations like Agreements for Accounting and Bookkeeping Services, Agreements for Software Consultants (the one I started using right away), etc. These chapters basically outline the relevant contract and discuss the purpose of each clause in the contract along with their alternatives. You can then select the alternative that best suits your situation and modify the contract accordingly.

You will find the various sample agreements to be used by the hiring firm and by the independent contractor at the end of the book (and on the CD-ROM).

It took me all of 15 minutes to read the chapter on agreements for software consultants and highlight the clauses I wanted to modify. I spent an additional hour modifying the electonic version of the form and saving the file. After this, I emailed the electronic copy to my lawyer who charged me a much lower fee to check the contract! She basically found 3 errors I didn't know about and fixed them for me. I then sent the contract to my client to sign. Right there, the book paid for itself many times over!

But don't forget to combine this book with the other book on Noncompete Agreements. It is especially critical if you are the hiring firm. Good luck! ... Read more

Book Description

The classic guide to consulting–now updated and more comprehensive than ever!

This latest edition of the independent consultant’s bible addresses all the ways the business of consulting has changed since the last edition–including new information on using the Internet for marketing and on the special concerns of internal consultants. Full of no-nonsense, step-by-step techniques for setting up your consultancy and bringing in clients, this helpful, handy guide will show you how to:

• Find more leads and close more deals
• Leverage technology to meet business needs and enhance productivity
• Market yourself and your services more effectively than ever–online and offline
• Write effective proposals that sell your ideas
• Make a winning impression in meetings with new clients
• Win over clients by knowing what to listen for when discussing potential projects
• Control your cash flow and spot the warning signs of trouble
• Excel at public speaking and give killer presentations
• Negotiate, set fees, and draft contracts so you come out ahead
• Deal successfully with the IRS
• Uncover new profit centers you didn’t know about

Reviews (6)

The Best book on Consultating
I picked this book up, not because I am a consultant, but because I am an executive at a company that uses consultants frequently. I was hoping to spot in these pages all of the "tricks of the trade" that consultants use so that I would be a smarter customer of consulting services. As someone that occasionally loathes, and infrequently appreciates the perspectives of so-called outside experts, I was pleasantly disappointed (yes, pleasantly disappointed) to see that what Holtz and Zahn are suggesting in these chapters is non-manipulative, ethical, and above board practices that in no way try to take advantage of a customer that is not as sophisticated as perhaps they need to be. I was disappointed because I wanted to be armed with ways of combatting what I perceive to be the car salesman approach taken by far too many of the consultants I have worked with in my career. Perhaps the fault is as much mine as the consultants we hired. Maybe I have to spend more time doing exactly what this book recommends consultants do when it comes to; scoping out projects, ensuring agreement on objectives, managing project timelines, and agreeing on how to fairly compensate the consultant for his or her assistance. I found this book pleasant in that it convinced me that not all consultants are cut out of the cloth of the "give me your watch and I will tell you what time it is" type. Seeing what the consultant is SUPPOSED to be doing when engaging with a client (me) and being able to compare that to what happens in my company makes me want to buy this book for a few of our most senior executives and dog-ear those pages that they need to read. The chapters on how to set up a business, accounting, and other organizational necessities were initially of little interest to me as my focus was on the actual working with the consultant, but even those chapters were enlightening in that I better understand why the consultants we use pressure me about some things and not others. The point made about cash flow being critical to the success of the consultant over and above other issues was not something I would have realized on my own. Now that it was explained, I can understand and appreciate it better.

The Consultant's Bible....
This classic "instruction manual" for consultants has been well-known for years in the consulting world as a primer for people just starting out, or for those who are thinking of making the jump from working for others to working as a consultant.

However, the last edition was showing its age and I'm glad to see that this 4th edition breaks a lot of new ground while retaining the great "blocking and tackling" advice from Herman Holtz which drew raves in consulting circles worldwide.

New co-author David Zahn has taken this classic and put an afterburner jet on it and zoomed it in to this new millenium with up to date advice that resonates with clarity and strong, well grounded counsel. As I read the revised volume - which was just released in March of 2004 - I found myself nodding vigorously as he discussed cash flow (the consultant's biggest obstacle year in and year out); marketing in today's internet world; the use of email as a newsletter medium; and so many other great directional points that I realized that an experienced consultant could also benefit greatly from this new volume.

If you are reading this review, you no doubt are considering purchasing this book and you're probably wondering if it is worth the money. That's what I use these reviews for here at Amazon, and that's why I wanted to post this review as soon as I read the new edition....because I believe it can help EVERYONE in the consulting profession hone their skills to a much sharper edge.

From my perspective, the 14th chapter (How to Handle Negotiations, How to Set Fees and How to Handle contracts) alone is worth the cover price, and then the rest of the book is a remarkable bonus. And I speak from personal experience, having been involved in consulting for 14 years - first working for a midsize consulting firm and then going out on my own several years ago.

I think this is a TERRIFIC book that you'll use again and again...and again. And if you are thinking about joining the profession of consulting, it will give you a real eye-opening peek at what it takes to enter, survive and prosper in the world of consulting.

Highly recommended.

A Decade of Help and Still Working....
I purchased this book when the third edition first came out. I found the information so brilliant and so helpful. It has remained a constant bottom line reference for those hard questions that have simple answers! I have referred the book to many other who were trying to establish viable consultanting businesses and were searching for all the 'questions and answers' of getting started. And more important - "how do I figure out what to charge???" When I purchased the book, please note, I was living in the highly competitive North Eastern United States!

Good Reference book for starting a consulting firm
I have been reading this book and others as a reference to help me start a consulting business. I would think that someone who is going into business as a consultant would know a little about business so I skipped over those chapter. I found marketing, finding the clients, and creating the environment for the sale important. The issue on contracts and what to charge extremely important to my future. Unfortuantely I am starting a marketing and sales consulting firm and I found little to no reference on examples. This book is primarily for engineers, accounts, and attorneys.

I will always keep this book as a valued reference as I add clients to my clients.

too long, too much repition
I believe that this book has good information for the independant consultant, from the professional just starting out to the seasoned veteran. I do believe that there is too musch repition and fluff. The information that I could personally use could have been stated in 150 pages. ... Read more

Book Description

A classic revised and updated for the twenty-first-century consultant
Revised and updated for consulting in the twenty-first century, this new edition is for anyone who wants to know what consulting is really like as a career, as a living, and as a life. Geoffrey Bellman reveals how to make the job rewarding both financially and personally as he examines the practical issues of managing time, clients, and money as well as such broader concerns as how to balance work with family life. At once practical and personal, this book is for all types of consultants, all those who work with consultants, and all those who dream of being consultants.
Geoffrey M. Bellman (Seattle, WA) has consulted to organizations of all sizes, from the inside and outside, including numerous Fortune 500 companies. He is the author of several well-received books, including Getting Things Done When Youre Not in Charge the bestselling book that has sold more than 80,000 copies. ... Read more

Reviews (9)

Essential reading for service professionals
If you "help others with what they need and want," you will treasure this book and re-read it every year for a "tune-up." How do you create integrity in your work, bring honor to the profession, and gain your client's trust and gratitude? The author believes our best service to clients is accomplished through consciousness of self, and he calls on those of us with "radical hearts and pin-striped suits" to lead clients by our example to have the courage to implement our recommendations and thereby fulfill their organization's needs and our own. He says we must make our "values and viewpoints" evident to clients so they know they're buying a human being's integrity and expertise, and he walks his talk on every page. Most valuable to me is his clear insight into the mind and heart of the client, the person across the table who's hiring me. I have 10 years of consulting experience and am now building a practice in a new area, and this book gave me (1) practical advice on getting clients and making money, updated for today's marketplace and client expectations; (2) an inspiring reminder of how valuable I am to my clients and (3) a role model for creating a life for myself with contribution, friendship, and integrity at its center. Read this book if you are a coaching professional, management consultant, dentist, attorney, financial advisor, personal trainer, or any other client-focused service professional.

This book has helped me change
from being a contractor to being a consultant. It is
loaded with vital questions that help me understand
what I am doing, what I want to do, and how to do it better.

Really good
Provides marvelous insight into how to manage your career as an indeplended consultant--how to know if the profession is right for you, how to manage your time, choose your clients, price your work. A MUST for everyone who is, or who is considering becoming, and independent consultant.

Significantly fresh and new. Affirming and Inspiring !
"All my life, as a girl, as a professional consultant and now as a retired elder I have shaped myself to be able to answer the internal question: 'Am I truly making a difference in the world? Am I truly living my beliefs through the contributions?' And one day, some years ago I found Geoff Bellman and The Consultant's Calling. I wanted to shout out loud in my room, " Yes, that's it! That's what it's all about!" It affirmed for me everything I believed... and we need affirmation with regularity, because it's often lonely out there. This book has been an inspiration for me and the most important part of reading it over and over is that it affirms what's best in me and my work. It was relevant and spoke to me then as it does now. Reaquaint yourself with the new edition of Consultant's Calling. It's a gem."

a trusted companion
I discovered this book back in 1995 while vacationing in the SF Bay area and trying to make up my mind whether I should become self employed as a consultant and business coach. Of the whole box of "how to" books which I lugged home, and of the countless pieces of advice offered by friends this is the one I took seriously. This author gave me a taste of what it takes to be a consultant, before I took the plunge. Good work. It goes to the bottom of things. On rainy days, I keep going back to it. ... Read more

Amazon.com

"Consultancy," Martin Ashford proclaims in the opening to Con Tricks, "is big business." And thanks to the broad range of services now offered by industry leaders, notes Ashford, the former blue-chip consultant turned Financial Times journalist, it affects business in bigger ways all the time. With an unrestrained skepticism that would be suspect if not for his background--comparing practitioners to prostitutes and the practice to "a gigantic confidence trick," for example, would not ring as true if done by an outsider--Ashford explains the best ways to find and work with so-called cons. After discussing the misguided rationales offered by managers who misunderstand their purpose ("we don't have a clue what to do"; "the Board can't agree"), he points out reasons that indicate the use of such external assistance may indeed be prudent (a need for additional resources, specific expertise, or help in "clearing internal obstacles and resistance" among them). Ashford then offers detailed advice on recognizing the types available, choosing one that fits comfortably with your organization, budgeting for what you need, structuring the relationship, deciphering consultancy-speak (through an alphabetized glossary covering assets to zero-based budgets), comprehending reports and presentations, and ensuring delivery of real results. --Howard Rothman ... Read more

Reviews (4)

For Cons & Clients
An insightful way to understand and gain more value from consultants from a client perspective, and a useful guide for consultants to understand how to improve the method of delivery.

A rather misleading sub-title aiming to be controversial when the content is actually informative and practical. The tone is sometimes too jocular for the content.

Defense Against Consulting Con Artists
This is one of the most unusual business books I have ever read. It simultaneously takes the view that management consultants are a necessary and helpful resource, and that they are also dangerous to the health of your business and career. Then, he seeks to innoculate you against every possible mistake that you may make which could turn management consulting into a danger (at at least a waste of time and money). All of that sounds very high minded, doesn't it? Yet he uses a language that has definite shock value (at least to these American ears). Management consultants are described as pros (as in prostitutes) and cons (as in con artists and seemingly, convicts). Yet the author's perspective includes having been a management consultant for six years with a reputable firm.

To me, the most valuable part of this book was a survey taken with alumni of the London Business School to find out their views of and experiences with management consultants, both as consultants and as customers. Whether these experiences are the same as what happens in other countries or not, the results make for fascinating reading. Both the consultants and the clients are skeptical of each other. The consultants think the clients are hiring them for the wrong reasons and assignments. The clients think the consultants are uninformed and unoriginal. I certainly intend to reread these findings from time to time, to better understand what my own clients might be thinking. I hope these reminders will help encourage me to asks questions and speak in a way that will surface these concerns so that they can be addressed in a way that best serves the client's interests.

The basic point of the survey is that clients generally see management consultants as adding value. On the other hand, clients also see much room for improvement from their consultants. In particular, clients see the consultants as mainly looking out for themselves rather than for their clients. That reflects a traditional supplier-customer relationship rather than a professional-to-client relationship.

On the whole, this book adds value for clients and consultants. A consultant will do a better job for a client who follows the advice in this book. A client who follows this advice will be more pleased with the consulting results. Consultants and clients will both make more money. Clients will see their firms and careers do better.

The only place where I objected to the harsh tone of the book was in chapter 9 about becoming a consultant. There is a survey there to test your selfishness versus your selflessness (and interest in your clients) that encourages you to be selfish if you want to be a consultant. This is clearly an attempt at humor, but I think it will confuse and mislead some. The rest of the book is encouraging better practices, and this cuts against that purpose.

Here are some of Mr. Ashford's key principles for clients.

1. Define the business issue. What are you trying to change and what do you want to get as a result?

2. What help do you need from consultants that you cannot accomplish internally?

3. Write down down your answers to (1) and (2) so you can share them with the consultants, and keep your purpose foremost in your mind as you hire and work with the consultants.

4. Check for commitment in your organization.

5. Select the consulting firms that may be able to help you.

6. Prepare those firms to be able to create proposals for you.

7. Get proposals that you can evaluate compared to your purpose.

8. Select who you want to work with by checking out those who will actually do the work, relevant references, the capability of the firm for handling your problem, and the emotional chemistry.

9. Consider how you want the results implemented.

10. Confirm the plan for doing the project and implementing it.

11. Mobilize your own resources to help the project.

12. Make time to work on the project and stay in touch.

13. Review, challenge, and understand.

14. Insist the project get refocused whenever it drifts away from your purpose and plan.

15. Keep the consultants focused on the completion steps you need.

16. Have a formal post-project review with the consultants so you can both learn how it could have been done better. There may still be things that they can provide you that you don't realize.

My reaction to this list was that this was a big burden on the client. But I realized that clients of mine have used a similar approach when they needed a great answer from the consulting project, and they got it because of using this process. Obviously, if the project is more minor, you can spend less time on each element, but you will probably be rewarded if you avoid skipping steps. When time is precious, you will have to consider whether or not you have the time to devote to properly commissioning and supervising the project. Perhaps you don't have the time, and should not do the project.

If you would like to have a good laugh at the expense of consultants, this book will also provide you with a lot of fun. It has the wicked humor that is often found in British comedies.

After you have read the book, I also urge you to think about places where you are not going to be as successful as you might be without external help, whether from partners, allies, or consultants. Then think through this process to see whether consultants as a temporary resource are the right people to use or whether you need the more permanent access to a partner or ally.

In any case, good luck in getting better results.

All time favorite
As an old consultant myself, this book is revealing and foremost, extremely entertaining. Not only does the author capture the management consultancy business, but he also describes the management of the "victims" very entertaining. Unfortunately, what he describes is very common, not only on the part of the MC business, but also of its clients that in reality should know better.

When I'm bored (or expecting to be bored) or have to handle longer negotiations, this book always accompany me, its great fun at the hotel room, and every time I look into it, I seem to learn a trick or two that can be useful.

In short, whatever your persuassion, buy it and read it, if for nothing else, it is very well written.

eye-opener on the con-market
Very interesting book, gives a great view, for a lot of people a not very well known view, on the consultancy market + guidelines how to get the most out of consultants and not to be conned. ... Read more

Book Description

Cash in on Your Own Experience
You possess a wealth of special knowledge and experience. You are mature—a veteran, a survivor. If you were an employer, you’d hire yourself in an instant.
Hubert Bermont did. One day he was a successful, but unfulfilled, middle-aged corporate executive. The next day he was out on the street, a victim of downsizing. Within two years he was making considerably more money than ever before, working as a full-time, self-employed consultant. Since then, he has helped thousands of other people achieve similar success, and he’ll do the same for you. In these pages he clearly explains how you can launch your own thriving consulting business and operate it for greater profit and personal satisfaction.
“Hubert Bermont knows more about consulting than anyone. Just as important, he knows how to communicate his ideas simply and directly. Regardless of your field, he can show you how to succeed. My advice to you is to take his advice—you just can’t miss.” ... Read more

Reviews (7)

the classic - this was the first book ever on the topic
.
this is the classic book.

it was the first book ever on the topic.

could I want more? yes.
read howard shenson's book for the graduate degree.
this book is the place to start.

supplemental works by bob bly (not robert bly - he's the poet), jerry buchanan, jeffrey lant, joe karbo, john kremer, ted nicholas, et al may fill in special topic areas especially in the marketing of services.

this book is worth reading if you have any interest in being an independent consultant.

.

Who needs any other book on consulting?
My wife read this book to me on a road trip just after I was laid off from a job, and by the time we got home, I felt charged up and ready to get started. The tips on personal networking, proposals, negotiation and formalizing the deal were especially helpful to me.

This book does not come with rose-colored glasses. If you're motivated but a little uncertain, this book gives the advice and reassurance you need to get started. If you're willing to put in the effort and be totally honest with yourself, it's no-nonsense all the way.

I would never have known that the author was not in my field. It's one of the best 'professional improvement' books I've seen.

Good Beginner Book
This book is a great book for those just beginning in the consulting field. The content is very helpful and credible because Hubert Bermont is a successful consultant himself. Bermont's main objective is how to be able to cash in on your own experience rather than work for someone else. I think this is good advice for those interested in external consulting because you must learn through your own experiences and mistakes in order to be succssful. This book is easy to read and understand and I would definitely recommend buying this book and using it to your advantage!

Helps give you direction
I think that this book helps you choose and succeed at any type of consulting career you choose. A complementary resource I found was Vaultreports.com which helps you land a great job once having chosen your career.

I was disappointed
While this book does have some good information, overall I was disappointed. I found most of the information general and for a book that's in it's 3rd edition, I didn't expect to read about typewriters! What I did appreciate was the author certaintly has his own way of doing things - and the advice he offers is solid and practical, something you don't often find in other books. Just the fact that he has no financial debt makes it advice worthy. If I had to do it over, I'd read it in the library or B & N. ... Read more

Book Description

Designed specifically for IT professionals working in any type of consulting organization, here is a practical, real-world guide for delivering successful engagements to clients. Ready-to-use sample forms, tables, checklists, and charts are in the text and available free for download. ... Read more

Reviews (7)

Not a High-Value Reference
Although this book has a great deal of useful information, there are a number of areas where it misses the mark. Often the obvious is stated as important. In many respects the book takes a 35,000 foot view of the IT consulting practice and addresses issues faced primarily on very large projects with large consulting practices. With limited resources to acquire and read books on IT consulting, this is a book to skip - there are so many others that are quicker to read and have more valuable information (for example Alan Weiss general consulting and Janet Ruhl for IT).

There is the suggestion that payment terms should be negotiated after the contract is signed, but before actual work begins.

The pipeline, backlog and sales hit ratio sections don't mention the typical discrete steps in the sales cycle.

At one point, the authors write "It is said with tongue-in-cheek that any consulting firm that cannot operate its photocopier as a profit center probably also cannot do a decent client engagement." A couple paragraphs later in the same section the reader is instructed how to arrive at a price for a given markup using the formula Price = Cost/(1-Markup). Any large IT consulting firm that can't calculate markup without help cannot do a decent job consulting.

Elsewhere, the authors point out that switching from First Class to Coach travel, reducing out of town allowances, and reducing social/entertaing expenses are not good for employee morale but lower costs.

Must Have Consulting Playbook
Purba and Delaney offer a powerful playbook for creating and delivering customer solutions that exceed customer expectations and result in outstanding customer satisfaction.

An excellent resource!
This book is a must for anyone working in IT. Full of practical advice and information, the book is also an engaging read. I plan to apply the valuable information I obtained from "High-Value IT Consulting" to my business.

IT Consulting Excellence
Having worked as an IT consultant and on the other side, frequently purchasing consultant services, I can attest to the difficulty in successfully managing such a complex business. The authors' new book goes a long way to helping create order. It is a comprehensive and thoughtful approach to helping IT Consultants get a solid perspective on how to establish or improve their consulting practice. Excellence in managing a professional services practice requires a systematic approach to achieve balance between the big picture and the minutiae of details. This book provides the reader with both.

I believe the authors are right in their declaration that excellence in this field depends upon focus and determination, and a commitment to continually demonstrate how your consulting organization adds value lest you suffer the fate of obsolescence. I encourage practice managers to read this book. It is an important contribution to best practice and should be a part of their consulting toolkit.

Great Guide to Getting and Keeping Clients
The authors do a great job of breaking down the engagement cycle, and they look at it from the two important perspectives: engaging new clients and maintaining existing ones. In addition to explaining step-by-step client engagement, the book covers the main areas of running a business. From legal issues to IT tools, from managing staff and career plannning to day-to-day business operations, Purba and Delaney share their insights into how you can be a successful IT consultant. This book never strays far from my desk or briefcase. ... Read more

Reviews (4)

I have made so many mistakes in the past, but no more!
I have read other consulting how-to guides, but this one really puts me on the path of more satisfied customers and greater profits. Besides going over contracts, it covers useful elements for websites, strategic marketing plans, and even provides methods to market your services (with examples too)! I should have bought this book when I have my first consulting gig in 1992 it would have saved me thousands.

If you can't afford this book right now, get a used copy while they are available, go to the library, but what every you do get this book. Consider that my free advice to consultants, if you would like to discuss this further, consultations are available.

solid info that you need and cant find elsewhere
shenson was the consultants consultant

this book tells you how to do it but also gives you the metrics you need to make sure that you do it right

this was the first full coverage consulting book. there was a groundbreaking one some years earlier by another author but it did not cover as many considerations nor give any solid numbers.

this book covers all the aspects you need to be successful. if it does nothing more than keep you from charging too little then it was worth the price.

i have used the advice when i was a consultant and found that it works.

if you have an interest in being an independent consultant you must read it. if you are only a contract employee you could still gain by reading it.

ted nicholas is a master marketer and his inputs strengthen a book taht was already the best. . .

Indispensable for new and experienced consultants
Generally IT consultants do not have extensive marketing experience. This books provides excellent insights to indirect marketing techniques that work. Consultants, IT consultants in particular, will derive keen marketing insights from this book. The book is written in an easy-to-read style and structured very well. When bulleted items are presented, they are immediately followed by an explanation, one for each item.

Great Resource
This book is a great resource. The author covers everyhing from small details to larger issues. This book is a good resource for people wanting to become a consultant or who are already consulting. ... Read more

Book Description

This book provides a road map of suggestions, insights, and techniques that will help owners and entrepreneurs achieve success in selling their businesses—and optimize the prices they receive. It was written to take the mystery out of the process of selling a business, and to help newcomers to the subject become conversant with the knowledge they will need—and comfortable with the experts they will encounter—during the various stages in the selling process. The book covers the entire selling process step-by-step—from making the decision of when to sell, through determining how to market the company, to understanding the various legal documents involved in a sale, and on to closing the deal and handling the transition afterwards.Throughout the book John E. Sampson includes many experiences and stories from his successful career of working first-hand with business owners.He takes readers inside the selling process to help them seal their own deals. ... Read more

Reviews (4)

Great insights, expertise, and clear guidance for all
Whether you're well-versed or not in the how-to of selling a business, everyone should find value and great expertise in this book. The author presents facts and anecdotes to take you through the process in a way that keeps you interested and inspired. If you are looking to sell your business, I would think this book is an invaluable tool. But even if you're not -- if you're someone like me, who is interested in the subject but has little practical experience -- this was a refreshing and enlightening read. I highly recommend it.

Great Step-by-Step Description of How to Sell a Business
This extremely well written book was very helpful in providing me with a discussion of the step-by-step process of selling a business. I particularly liked the numerous stories of first-hand experiences that the author cites to reinforce his discription of the entire selling process.

It is very clear that the book was written by someone who has actually worked hand-in-glove with business owners in selling their companies. He certianly understands the problems owners face in the selling procress and how to best deal with them.

A "Must Read" for Business Owners Planning to Sell
After reading this book as a refresher, it brought back to my attention the considerable details in selling a business. The book has given me an update on all the steps involved in selling a business--everything from when and how to tell employees about a forthcoming sale, through negotiating the purchase price and related legal documents, all the way to the final closing process.

This book is a must read for anyone planning to sell his or her business.

A Comprehensive / Easy to Read Book on Selling A Business
Most other books written on the subject of selling a business tend to focus on such things as how to value a business and how to negotiate the selling price. This book covers these subjects and countless other aspects of the selling process--including many that I had not previously considered--all in considerable depth.

I particularly benefited from the extensive discussion of what the definitive sale agreement should include and why. Now when I sit down with my lawyer, I will have a much better understanding of what he is trying to accomplish for me, and I will be able to raise objective questions as he proceeds.

I am much better prepared to enter a selling process than I was before reading this very enlightening, yet easy to read, book. ... Read more

Book Description

Get Paid for Your Experience and Leave the 9-5 World Behind

Whether you are considering striking out on your own to take control of your job security, or just want a supplemental source of income to your day job, becoming a consultant could be a lucrative move for you. Whether you're a computer whiz, an editorial maven or a fundraising dynamo, your special knack could be in demand as a consultant. This book will show you everything you need to know to turn your skills into a profitable business. Interviews with successful consulting business owners demonstrate how others have taken the reins of their careers into their own hands, and are making good money going it.

With Entrepreneur Magazine's Start-Ups: Consulting Business also contains answers to frequently asked, an appendix of additional resources, and a valuable list of the top 20 consulting businesses thriving today.

Book Description

A new concept that uses a person within an organization to act as a change agent. ... Read more

Book Description

At last, a complete business plan guide just for independent consultants!

. . . And who better to write it than North America's #1 bestselling author on consulting?

Unlike most general business plan books that focus on raising capital and applying for loans, this unique do-it-yourself guide concentrates on defining services and products. Written by Herman Holtz, the nation's leading expert on making it as an independent consultant, it tells you everything you need to know to develop a realistic, workable business plan that prepares you for any contingency and helps guide your day-to-day decision making as your business flourishes and grows. Numerous illustrations and worksheets guide your every step and save you the drudgery of starting from scratch. From mission statements and start-up decisions to identifying clients and products, from marketing plans and rate structures to prospects for diversification and income projections, this book covers all business planning topics of crucial concern to consultants, including:

• Gathering data for your plan
• Working up a general outline
• Defining your products or services
• Market research and sales strategies
• Rate structures and income projections
• Worksheets to help you create objectives and set goals
• Sample business plan

Reviews (1)

An OK book on consulting, written sloppily
My time is very valuable and too much of it would have been required to read the whole book. I have to believe that this author knows what he's talking about, because he has been published many times, but I was not impressed with his writing style. It was very difficult to get into because he spent a lot of time focusing on what he was going to tell us later. By skipping pages and doing spot reading I did learn some, but there were too many typos and he was too wordy. I prefer the writing style of William Bond in Going Solo. ... Read more

Book Description

Image Consulting has been identified as one of the top home-based professions for the new millennium.

This is the first book that outlines in detail how to design an image consulting business, the training you will need and how to market and promote your services.

Also included is a section on resources, sample documents, media lists and consulting tools and training. This is a MUST HAVE if you want to start a successful image business. ... Read more

Reviews (3)

The Perfect Guide for New Image Consultants
This book came along for me at the perfect time! Having just joined the Association of Image Consultants International (AICI) I needed to get materials on how to go beyond just makeup and skin care (which I already have expertise with).

This book takes a potential new Image Consultant through the wide world of the profession without getting you lost. You're treated to explanations of what the different concentration areas are / could be, an extensive questionnaire that gives you a great starting point for developing your own strengths and identifying areas for focus, and literally takes you by the hand.

I would not be as far along in my own Image Consulting business without this book. It is a resource that I refer to on at least a weekly, sometimes a daily basis.

I've used the book to develop proposals for corporate work (the outline is there in the book); determine what I should charge for my work (guidelines are there in the book for various area, but it doesn't dictate pricing); and an extensive resource list for magazines, organizations and individuals who can further expand your knowledge base.

If you are considering Image Consulting as a career or just want to get more information, Lynne Henderson Marks and Dominique Isbecque have created the Perfect Guide.

Image Consultants have a powerful ability to help individuals become more 'themselves'. I have used this book to expand my own vision for my business and I am a much better representative of Image Consulting and myself as a Consultant after reading (and working through) this book.

Perfect Fit - Perfect title for a terrific book!
If you're looking for real-world information on starting your own Image Consulting business, this book is a must buy! It doesn't deal with the various makeup lines or color theory, but covers extensively resources, financial planning for your Image Consulting business, writing proposals for Corporate clients, business structure, training and lots more.

Though I'm an experienced Image Consultant and Color Analyst, I found valuable information here to help me take my business to the next level. The section on Corporate proposals was of terrific value to me.

It's an easy read, and will become part of your much-used reference library. Highly recommended!

Dianne M. Daniels
Image & Color Services

"the finishing touch"
This book is a must for anyone considering becoming an image consultant. It is very apparent that the authors have practiced what they are teaching. Every aspect of the image consulting business is covered including resources for necessary training which many authors omit. I have read many books on this subject and this one by far is the most complete. The contents can also transform a "good" image consultant into an "outstanding" image consultant. In summary, this book meets the needs of anyone remotely interested in this business and the "finishing touch" for those who have chosen image consulting as a career. Thanks Lynne and Dominique for sharing your life experiences. ... Read more

Book Description

Offers a systematic plan of action for initiating, implementing, and dealing with change. Gives practical knowledge and skills you need to implement change successfully for significant improvements in efficiency and quality. DLC: Organizational change. ... Read more

Book Description

The Complete, Authoritative Guide to Getting Started in Tax Consulting

Tax consulting and return preparation is a fast-paced, dynamic industry–one that promises high earning potential. In this book, tax advisor Gary Carter shows you just what it takes to become an in-demand tax consultant. You’ll discover how to break into the tax business, even with relatively limited education and training, and build a path to your new career with Carter’s five-step formula for success. Brimming with expert advice from tax professionals and featuring up-to-the-minute coverage of everything from qualifications and employment opportunities to Internet resources, Getting Started in Tax Consulting shows you how to:

• Assess your personality fit for the tax profession
• Formulate your business plan for starting a tax practice
• Find a niche for your tax services
• Choose between a sole proprietorship, a partnership, a C corporation, an S corporation, and a limited liability company
• Set your fees and market your services
• Perform research–an essential skill of the tax professional
• Make the IRS your partner and advisor–not your adversary
• Start a Web-based tax service

Reviews (6)

Excellent read, informative and entertaining
This is a very well written book that examines the topic of tax consulting from several interesting angles. Interviews with accomplished practitioners give the reader valuable insights into this profession. I would highly recommend this book to anyone with an interest in the field of taxation.

Excellent Book! Read It, Then Read It Again!
Getting Started In Tax Consulting is an important book that every tax professional and aspiring tax professional needs to read-and reread. In fact, it is the only book of its kind that I have found. It doesn't matter if you want to participate in this industry as a CPA, attorney, or an enrolled practitioner-this book will help you reach your goals. The front flap claims the book provides "comprehensive coverage"-and I must say it really does. Since I purchased this book over one year ago, I have read it over one dozen times and I literally learn something new and useful every time. It is packed with advice and wisdom from the author's experiences which I believe would be beneficial to anyone involved in the professional services industry (not just tax consulting).

The author, Gary Carter, strikes me as a really smart yet down-to-earth guy who is clearly a leader in his chosen field. It seems Gary really took some considerable risk when he wrote this book because he discloses an extensive amount of information. I was surprised when he went into so much detail about his own "side" tax business and his personal business philosophies. Gary presents some really tough questions about the industry and those he interviews. And I mean he asks all the right questions-the important kinds of questions you and I really want to know. Best of all, Gary delivers thorough, candid, unbiased, and honest answers. Have you ever wondered any of the following?

What is it like being a tax consultant? What exactly do they do?
How will potential tax reform impact the industry and the livelihood of future tax professionals?
What are some of the pros and cons of developing competencies in tax as opposed to audit?
How much money can I make as a tax consultant?
What is the current and projected demand for tax consultants?
How can I participate (part-time, full-time, employed, self-employed, CPA, MBT, Attorney, etc.)? What education and experience do I need?
Can I build my own practice? How do I do this? What should I expect?
Which specialties within tax are hot right now?
What qualities do I need to be successful?
What are important trends in the tax industry? What factors are driving these trends?

Getting Started In Tax Consulting addresses these questions and much more. Gary goes into detail about things like the importance of developing a niche in the market and how to go about building your own tax practice. He provides examples and explanations that make a lot of sense. I especially like the last chapter, "Conversations with Six Tax Professionals." It provides a sort of Q&A with successful tax consultants from varied backgrounds and different specialties. If you can't relate to the author himself, you will certainly identify with the experiences of one of the folks in the last chapter.

I have never written a review for anything before, but I really think this is an important book-especially considering the current state of the economy. If nothing is certain but death and taxes, certainly many can provide a decent livelihood for themselves and their loved ones through tax consulting. After learning more about the field, I realized tax consulting represents an opportunity to deliver tremendous value to clients-savings that are often measurable and really appreciated. This book will show you how to do that and guide you every step of the way. I would recommend this book to everyone involved in tax consulting or even thinking about getting involved in accounting as a profession. If you know anyone in college, get them this book for Christmas. They might really thank you one day for opening their eyes to a gratifying career they might not otherwise learn about!

An excellent resource bound in concise language.
I highly recommend reading this book if you are seeking information in tax consulting. I found the book to be well written, and researched. My intention is to start my own tax practice next year, and this book serves as an excellent body of information in how to get started in the tax business. The author effectively conveys his thoughts and suggestions without loosing readers. This could very well be the bible of, "The How Too Tax Consulting Reference Book." A must read for Tax Maverick's in the making.

GOOD STARTER BOOK WITH ENLIGHTENING INFO
The best parts of this book are the chapters which discuss: the importance of having a niche in the tax industry, tax research, having a web-based tax service, tax education, roles of tax consultants( unenrolled tax practitioner, CPA, enrolled agent, and tax attorney), the IRS, and interviews with tax professionals. This book is very resourceful as far as supplying names and addresses of tax associations, tax software vendors, tax research sources, tax-related web sites, and CPA review courses.

I don't think the book was helpful when the author included a chapter on the types of business organziations (sole proprietorship, corportation, partnership, etc.)and 20 pages on tax history and tax reform. I think the author should have given more information as to how much the different types of tax consultants earned on average nationwide. I also wish the author would have rated and given a little bit more thorough information about the different tax associations, tax software vendors, tax web sites and CPA review courses. This would have made the book more resourceful.

However this book enlightens one who's interested in entering the tax consulting industry.

Outstanding Book!
I can not put this book down! It has all the information that I wanted to know for a long time: what's it like being a tax professional, what qualities is needed to be successful, how much you can earn. It's an inspirational book that Dr. Carter shares his own way of forming a side practice from concept to bring it to realization step by step. His HONEST assessment are extremely valuable.

Carter has addressed, in a humorous way, questions such as the likelihood of a tax simplification reform driving tax professional out of jobs in the future. He shows you the benefit and the potential of specialization vs. generalization. He has straightened out common confusions on the tax treatment of different tax entities. Then he shows you how and where to find the tax literature-the tool of trade. "Getting to know the IRS" and Web-based tax practice shows you very useful information. All in all, it has just about any major questions you wanted to know as far as the tax professional career. And it was written in a way that shows, from page to page, a passionate educator (Dr. Carter is a professor) sharing his wisdom, research, and knowledge.

Before I finished reading this book, I went on to Dr. Carter's website...and I was very impressed with the credentials of Dr. Carter, a highly accomplished individual. Then I emailed him a question and sure enough he followed up the question and clarify that question for me!

Highly recommend this book to anyone who's contemplating a career as a tax professional. Thank you Dr. Carter for your inspiring, fun, and honest advice from this book!... ... Read more

Amazon

During 15 years as a business consultant, Mick Cope developed a structured yet flexible framework for action that he believes will benefit others likewise "employed to help solve a problem for someone else." In The Seven Cs of Consulting, he lays it out in a way that should prove useful to beginners as well as the more experienced. Everything is oriented toward gaining control of a project from beginning to end while delivering consistent results that can be comparatively measured and continually advanced. Focusing on method, not people, the book spans the entire event from "meeting the client to closing the contract and saying goodbye." Its primary themes are grouped under alliteratively dubbed and clearly defined taglines like Clarify, Create, Change, and Continue. In the Client section, for example, it addresses orientation (when "how they make sense of the world" must be assessed and processed) through contract negotiation (which, hopefully, leaves everyone "genuinely happy").Additionally, the Confirm section (for substantiating "that what was wanted has actually been delivered"), the Close section (for ensuring "that the change finishes with style and grace"), and the others all include step-by-step recommendations that can easily be adapted to different situations. --Howard Rothman ... Read more

Reviews (6)

excellent overview of consultant roles,risks and chances
Clearly stuctured in a good easy to remember mental model.Graphic,easy to read, with al least three ways to read it:/only graphis and tables,/specific tools to use the model and /the clearly explain text of theory and examples.Has good examples without distracting the reader,reinforcing the arguments.very good book.

Excellent personal distillation of the consulting process
Overview:
Cope utilizes a structured, yet customizable methodology for this book that provides an action framework for his readers. Here, he presents his viewpoint of the entire consulting process in a distilled, comprehensive model entitled "the Seven Cs framework" that he hopes will benefit readers in their consulting engagements.

The seven Cs of consulting in Cope's framework are:
1. Client: Getting it right from the start
2. Clarify: Understanding the real issues
3. Create: Developing a deliverable solution
4. Change: Working to make things happen
5. Confirm: Measuring the change
6. Continue: Making sure the solution sticks
7. Close: Signing off with style

This book provides a good overview of the field of consulting for both beginning and practiced consultants alike, as it combines theories of consulting, as well as recommendations and tips for best practices in a smooth, comprehensible manner. The client-centered nature of the book also helps reinforce the importance of prioritizing the needs of one's clients, and of nurturing the relationship between consultant and client. For example, Cope suggests that taking the perspective that a client might have about the proposed project is one way to ensure that one operates with a focus on the client. Such suggestions, if put into practice, could help change the way that a consultant sees her or his client. The framework is supposed to be adaptable to individual needs and unique situations, but always provides a focus on the best practices at each stage of the consulting project, and reminds readers that the end of one project can also mean the generation or development of a future-oriented consultant-client relationship.

Structure:
The book can be broken down into four main sections; each section consists of a set of relatively short chapters. This format presents a swift, easy read for both those who finish the book in one sitting, and those who do not have the time or inclination to do so. The brevity of each chapter also allows for easy overviews or referrals to be made, and presents a good starting point for further research into specific areas or ideas, if the reader wishes to investigate a particular topic or idea in greater depth and detail. Key questions included in the Pocket Guide are listed at the end of various sections and chapters in order to provide a succinct point that the reader can make use of in an actual consulting project.

Book Highlights:
Cope has made a brilliant attempt at making the key points of his book easily memorable. Along with using alliteration to make his points attractively memorable, as well as providing clear, useful graphs and charts, he has also included a detachable and foldable Pocket Guide at the end of the book, which lists the seven Cs, a brief description of each, and major points from the various chapters of the book. One fine example of how he makes points from this book memorable and easily comprehensible is through his comparing various types of decision-makers that one might encounter in an organization, to the key characters (King, Queen of Hearts, Knave, Joker and Ace) in a deck of cards.

Readers will also be pleased to note the smooth integration of consulting theory and practice in Cope's framework. Although the book presents a light, digestible read replete with examples of successful and unsuccessful consulting engagements, sections of the book utilize a psychology-textbook approach to portions of the consulting process. For example, he provides a summary of the benefits and detractions of various data collection methods, an overview of the crucial area of data validity, as well as recommendations for successful data analysis.

Cautionary Points:
Although this book provides an excellent synthesis of consulting theory and practice, readers should remember that it still represents the views and recommendations of a single consultant. While his examples and opinions are interesting and deftly expressed, there is not very much research support cited, as this book was not designed for academic purposes. Personally, it even seems that the citations he uses were selected because they seemed to support his theories, instead of having been included on the strength of their research validity or usefulness. This book therefore belongs more in the realm of popular psychology than of research psychology, even though it contains sections on best practices of applied research methods. Indeed, most of the book's bibliography consists of popular psychology and self-help titles. Readers should hence see this book as a general overview of one person's viewpoint and recommendations for the consulting process, and use it as a starting point for further research and investigation into topics or areas of interest.

Review of Appendix Section:
The Appendix of the book presents a practical reference guide to the consulting process. It lists in checklist format all of the key components of the Seven Cs model, providing 49 intervention elements such as "Build", and corresponding change descriptors such as "Have you identified what opportunities exist for further work?". This checklist was designed to assist consultants in asking key questions to themselves and their clients to increase the chances of planning and executing a successful consulting engagement, as well as to assist the development of productive working relationships between both parties.

Conclusion:
Cope presents a comprehensible framework of the consulting process that takes readers from the beginning to the end of consulting engagements, and includes useful examples, graphics and recommendations for best practices in the field. It is written in an easy-to-read style and format, and it combines theory and practice smoothly, hence providing a useful overview of the field and the theories that can be used to drive it. Clever inclusions of a detachable Pocket Guide and a checklist of key questions that a consultant could use for consulting projects make this book a practical tool as well. Readers should bear in mind, however, that this is the expression of one consultant's views and ideas of the consulting process, and therefore be prepared to investigate areas and ideas of personal interest at a deeper level in order to obtain more details of the idea's actual method and merit.

Elegant & Useful mix of approaches & tools
Mick Cope presents a mind-provoking and comprehensive guide for consulting. The book contains a useful mix of elegant approaches and tools. What distinguishes this book from others is it's emphasis on the human-side of consulting, which can be easily overlooked. The book is packed with useful detail and vivid analogies.

Learning to Solve Other People's Problems
Highly recommended. Consultants, including those first venturing into the business of helping solve other people's problems, should definitely read this book. It is an elegant, highly practical blueprint for approaching and solving other people's problems - which is what consulting is all about. Honed by years of experience and thoughtful observation, the book provides a comprehensive guide to making your consulting engagements successful. Even as a relatively seasoned consultant, I found challenging new information and approaches in this book. And the skills will likely translate well to virtually any consulting discipline or assignment. I know they work well in mine, health care.

It is an Art
Mick has transformed the mechanics of consulting to an artistic methodology. The entire loop-process of consulting work has been collated with powerful insights and practical assumptions. The 7Cs framework maps out a platform that is of a flexible yet enforcing blueprint for consulting engagement to be undertaken successfully. A beautiful piece of art. ... Read more

Book Description

The first consolidated resource on consulting targeted to MBA, undergraduate and professional audiences.Insider perspectives from the authors, with original contributions from the Heads of leading consulting firms, offer candid insight into the industry, its evolution, its types of firms, and the work and lifestyle.Step-by-step guidance through the consulting job search teaches readers to refine resumes and cover letters, master case interviews, and negotiate offers.100 case questions with 10 sample answers, tutorials on 15 common business frameworks, and a directory of firms complete the resource to offer in one volume what other books disaggregate into multiple publications. ... Read more

Reviews (23)

This is the only management consulting book you'll need!!!
This book is fabulous! Twitchell and Biswas have produced a book that will accelerate your consulting job search.

In a single volume, they have provided everything you will need to land a job in consulting. Just glance at the Table of Contents and you will quickly realize how comprehensive the book is: 1) The Management Consulting Industry; 2) The Consultant's Work and Lifestyle; 3) Insider Perspectives on Consulting; 4) Planning Your Consulting Career; 5) Mastering the Case Interview; 6) Negotiating Your Offer; and finally 15 Essential Frameworks, 100 Case Questions and 10 Sample Answers, and a Directory of 50 Firms. Unlike Wet Feet Press and The Vault Reports, which require you to buy multiple books to get a complete picture, this book provides everything you need to learn about the consulting industry and master the case interview in ONE VOLUME.

And if you're looking for a personal, insider's perspective, you can't beat this book. Not only do Biswas and Twitchell provide insight into their own experience as consultants, they have also devoted close to 100 of the 300 pages to original es