Contents -- Introduction -- Part I: Breaking into Consulting as a Profession -- Chapter 1 What Is Consulting? -- Who Is a Consultant? -- The Goal: Becoming a Top Consultant -- Consulting in Hard Times -- For Those Entering Consulting Post-Recession -- Client Value-Add -- Action Plan -- Chapter 2 The Traits of a Professional Consultant -- The Right Frame of Mind -- Clearing Your Life Deck -- Traits of a Good Consultant -- Time Management -- The Consultant Image -- Health -- Travel -- Action Plan -- Chapter 3 The Top Consultant Image Building Blocks -- Business Name -- Logo: The Little Icon That's Supposed to Convey Everything -- Slogan -- Website -- Other Tools of the Trade -- Domiciling Your Business -- Action Plan -- Part II: Establishing and Expanding the Practice -- Chapter 4 The Bottom Line -- Securing Income to Get Started -- Brokers -- Business Formation and Taxation -- Insurance -- Startup Money -- Action Plan -- Chapter 5 How to Stay Current: Technology and Skills -- Focusing Your Technology Coverage -- Mastering Domains -- Technology Environment -- Planning Time for Learning -- Updating Technology -- What If Technology Is Not Enough? -- Action Plan -- Chapter 6 Service Planning -- Categories of Services -- Clients Need Consultants -- Consultants Your Clients Will Want -- Packaged Services -- Training Services -- Project Services -- Action Plan -- Chapter 7 Establishing Fees -- Hourly Consulting Rates -- Rate Flexibility -- Rate Sheet -- Fixed-Bid Services -- Billing Variations -- In Conclusion -- Action Plan -- Chapter 8 The Role of the Consultant -- Consulting Is a Personal Relationship -- Curb Your Enthusiasm -- Credit Is a Four-Letter Word -- Corporations Are Problem Creators -- Consulting Is About Tradeoffs -- Be a Positive Communicator -- Be Very Conscious of Naming Conventions -- The Occam's Razor Principle of Consulting.

What Could Go Wrong? -- The Use of Guiding Principles -- Action Plan -- Chapter 9 Client Contracts -- Master Services Agreements -- Statement of Work -- Action Plan -- Chapter 10 Acquiring People -- People: Who Needs Them? -- Employee Styles -- Finding People -- Action Plan -- Chapter 11 Requests for Information/Requests for Proposals -- When to Respond -- What's in an RFP? -- RFP Timelines -- Action Plan -- Chapter 12 Client Communications -- Communication Should Be Honest -- Listen First -- Communication Should Be Frequent -- Structured Project Communication -- Political Sustainability of Work Product -- Action Plan -- Chapter 13 Writing and Speaking -- Writing Articles -- Public Speaking -- Other Channels to Fame -- Weeding Through the Feedback -- Action Plan -- Part III: Beyond Initial Success -- Chapter 14 Managing Capital -- Top 10 Spending Decisions in Consulting -- Accounts Payable and Accounts Receivable -- Financial Statements -- Action Plan -- Chapter 15 Partnerships -- Oh, the People You'll Meet in Consulting -- Partnership Business Formation -- Deal-Based Partnerships -- Partnerships with Vendors -- Action Plan -- Chapter 16 Getting the Word Out -- The Campaign -- The Telescript and Being Prepared for Conversation -- The Target List -- Newsletter -- Action Plan -- Chapter 17 Marketable Value and Exit Strategies -- That's Not a Marketable Business -- Business Valuation -- Timing Is Everything -- Valuation Metrics -- To Sell or Not -- The Deal -- Action Plan -- Chapter 18 Parting Words -- It's Not What You Make -- Save Some for Me! -- Riding the Roller Coaster -- Buying Self-Determination -- Giving Back -- Less Than All-In Consulting -- Ethical Issues -- Have I Held Back? -- Final Thoughts -- Action Plan -- Index -- A -- B -- C -- D -- E -- F -- G -- H -- I -- J-K -- L -- M -- N -- O -- P -- Q-R -- S -- T -- U-V -- W.