ARE
YOU THINKING :
-
OF STARTING YOUR OWN INDEPENDENT CONSULTING PRACTICE?
-
OF KEEPING THE MONEY THAT NOW GOES TO YOUR BOSS OR THE BODY SHOP?
Then
you need "THE WISE MAN'S
GUIDE TO THE TWENTY-FIRST CENTURY INDEPENDENT CONSULTING PRACTICE"
by
Douglas Blaine Kenney, Founder & President of BANK DATA BANK
CONSULTANTS.
The Author - a successful "Big 6" consulting firm manager,
one day found himself:
"…Not tall enough, or blond enough, to make Partner…"
according to a human resources manager in the blue-blooded world
of the Fortune 500.
At
age 38 - almost flat broke - he
left to start his own independent consulting practice on a shoestring.
Using "Big 6"consulting skills and a host of useful techniques
learned while serving 58 major Clients, The Author made a fortune
and recently retired wealthy, 22 years later!
In this brand-new
book, for the first time he reveals how one man with a supportive,
office-skilled wife, can make a great living and retire with a fortune,
working right out of your own home!
THIS BOOK
SHOWS YOU HOW!
Using
Proven Negotiating Techniques, the Author shows you
how to cut your own fixed price deals directly with your Clients
- never working through "body shops"!
Using
Proven Client Management Techniques, he shows you
how to skillfully manage the most difficult Clients to become your
small firm's best sales references!
Using
Proven Project Management Techniques, he shows you
how to control every step of the engagement, from the initial signing
of your Fixed-Price Contract, all the way to a profitable conclusion
for your one-man firm.
Using
Proven Collection Techniques, he shows you how to
always get paid when your consulting engagement is complete!
THIS BOOK
SHOWS YOU HOW!
YOU'RE
TIRED OF WORKING IN THE CORPORATE WORLD
For a series of paranoid, nincompoop bosses who promise you the
moon, change directions quarterly, and steal all the creative stuff
you do for their own resumes.
You spent a dozen weekends this year - including the weekend of
your daughter's big birthday party - traveling on your own time
for the "good of the firm" - And they still passed you
over for a raise!
You're thinking of starting your own consulting practice!
YOU'RE
SICK OF WORKING FOR A BODY SHOP
As a no-benefits, hourly rate "consultant" for an outfit
that lies about your assignments, and regularly cheats you out of
a couple of billable hours each week for their stupid motivational
"staff meetings"- and makes you pay for your own training
classes.
Plus - they pay late!
You're thinking of starting your own Consulting Practice!
YOU'VE
JUST BEEN LAID OFF, AND YOU'RE SCARED!
Where have all the good jobs gone? During Y2K you had all the work
you could handle - and overtime! Now - post the Dot-com crash and
the World Trade Center disaster, the only thing that you've been
offered moves you to Mozambique for 18 months -
Without your Family!
You're thinking of starting your own Consulting Practice!
Broke
at 38, in desperation the Author started his own Practice
from a $650/mo. walk up apartment on Long Island, with his wife
answering the phone and doing the typing. 22 years later they retired,
After having earned more than $4,850,000!
DO
YOU HAVE WHAT IT TAKES -
TO BE AN 'INDEPENDENT CONSULTANT' IN THE TWENTY-FIRST CENTURY?
"I
don't have a Harvard MBA!"
Neither do I. Just Marine Corps radio school and 13 years of night
college courses.
But I made a fortune working as an Independent Consultant, and
just retired!
"I'm
an Engineer! I don't have any business experience!"
Neither did I. I was a techie most of my corporate working career,
and I made an awful lot of mistakes, running my own consulting business.
But I still made my fortune!
"I've
never sold anything in my life!"
Me neither! My friends always said I couldn't sell hamburgers at
McDonalds!
But I'll teach you a few tricks about selling your consulting services!
Clients paid me $75,000 in a single month!
"I don't
know how much to charge for my services!"
I didn't either, when I first began. But I learned how to bid, bill
and collect, during my years as a "Big 6" Managing Consultant
and as an Independent Consultant.
I'll show you a couple of things about making money as an
Independent Consultant!
COST: $85
plus $5 tax, shipping & handling. Published November 2001.
ORDER BOOK NOW!
TABLE
OF CONTENTS
THE WISE MAN'S GUIDE TO THE TWENTY-FIRST CENTURY INDEPENDENT CONSULTING
PRACTICE
by
Douglas Blaine Kenney
|
Chapter
|
Title
|
Page
|
|
1.
|
I'M
TIRED OF THIS AND I'M NOT GOING TO TAKE IT!
|
1
|
|
2.
|
CONSIDER
YOUR ALTERNATIVES
|
3
|
|
3.
|
I
JUST RETIRED COMFORTABLY AT AGE SIXTY!
|
5
|
|
4.
|
YOU
HAVE A WINDOW OF OPPORTUNITY- GO FOR IT!
|
7
|
|
5.
|
I KNOW HOW IT FEELS TO BE LAID OFF!
|
9
|
|
6.
|
CORPORATE
LIFE VS. INDEPENDENT CONSULTING
|
11
|
|
7.
|
TWO
TYPES OF CONSULTANT
|
13
|
|
8.
|
TRUE
TALES FROM A LONG CONSULTING CAREER
|
15
|
|
9.
|
DO
YOU HAVE WHAT IT TAKES?
|
17
|
|
10.
|
WHAT
TECHNICAL SKILLS MUST I HAVE?
|
19
|
|
11.
|
DON'T
KID YOURSELF - THIS IS NOT FOR EVERYONE!
|
23
|
|
12.
|
LEARN THE ART OF PROFITIBLE CONSULTING
|
25
|
|
13.
|
SOME
PROFESSIONAL DEFINITIONS
|
27
|
|
14.
|
GENERAL
MODEL OF THE CONSULTING ENGAGEMENT
|
29
|
|
15.
|
THE
SUCCESSFUL INDEPENDENT CONSULTANT
|
31
|
|
16.
|
THE
ADVANTAGE OF "INDEPENDENT CONSULTING"
|
33
|
|
17.
|
AVOID
'FACE TIME' - OFFER A 'DELIVERABLE'
|
35
|
|
18.
|
"FACE
TIME"
|
37
|
|
19.
|
YOUR
PERSONAL CONDUCT UNDER ENGAGEMENT
|
39
|
|
20.
|
DISCUSSION
OF KENNEY'S GENERAL MODEL
|
47
|
|
21.
|
FACT:
MOST PEOPLE FAIL AT THIS BUSINESS
|
51
|
|
22.
|
SELL
ONLY TO PROSPECTS WHO CAN AFFORD YOU!
|
53
|
|
23.
|
GETTING
TO EXACTLY THE RIGHT 'PROSPECT'
|
57
|
|
24.
|
THE
NERD WHO SIMPLY "CAN'T SELL"!
|
61
|
|
25.
|
NEW
CONSULTANTS ARE LOUSY PSYCOLOGISTS!
|
65
|
|
26.
|
A
TRULY AWFUL CONSULTING SALES STORY!
|
77
|
|
27.
|
NEW
CONSULTANTS ARE LOUSY BUSINESSMEN!
|
81
|
|
28.
|
THE
CLIENT-CONSULTANT RELATIONSHIP
|
91
|
|
29.
|
POST-MORTEM
ANALYSIS
|
97
|
|
30.
|
FIVE
FATAL BUSINESS ERRORS OF NEW CONSULTANTS
|
101
|
|
31.
|
COLLECTING
THE MONEY THAT IS OWED YOU
|
107
|
|
32.
|
CONSULTING
AT A PROFIT
|
111
|
|
33.
|
MAKING
A PROFIT. THE AEROSPACE INDUSTRY (1939)
|
113
|
|
34.
|
THE
MANAGEMENT OF PROSPECTS
|
115
|
|
35.
|
HONORABLE
MEN! WE'RE ALL HONORABLE HERE…
|
117
|
|
36.
|
THE
'FIXED PRICE' CONTRACT
|
119
|
|
37.
|
THE
CONSULTING ENGAGEMENT
|
129
|
|
38.
|
THE
CONSULTANT'S DAILY ACTIVITY REPORT
|
137
|
|
40.
|
BEWARE!
PRESENT CLIENT; FUTURE COMPETITOR
|
149
|
|
41.
|
BECOME
A CONSULTING CHAMELEON
|
153
|
|
42.
|
HOW
DO YOU KNOW THIS CLIENT WILL PAY YOU?
|
155
|
|
43.
|
COLLECTING
YOUR UNPAID BILLS
|
157
|
|
44.
|
HOW
DO I SET UP THE BUSINESS?
|
161
|
|
45.
|
REGISTERING
YOUR NEW BUSINESS
|
167
|
|
46.
|
SETTING
UP THE PRACTICE BANK ACCOUNT
|
169
|
|
47.
|
SETTING
UP THE PRACTICE ACCOUNTING SYSTEM
|
171
|
|
48.
|
KEEP
YOUR RECEIPTS!
|
173
|
|
49.
|
YOUR
BUSINESS LOGO
|
175
|
|
50.
|
YOUR
BUSINESS STATIONERY
|
179
|
|
51.
|
YOUR
MOST IMPORTANT SALES DOCUMENT
|
181
|
|
52.
|
THE
HOME OFFICE
|
185
|
|
53.
|
THE
ROAD OFFICE
|
189
|
|
54.
|
USING
YOUR PROFESSIONAL RESOURCES
|
191
|
|
55.
|
HOW
YOUR LAWYER CAN HELP
|
193
|
|
56.
|
HOW
YOUR CPA CAN HELP
|
195
|
|
57.
|
HOW
YOUR INSURANCE AGENT CAN HELP
|
197
|
|
58.
|
YOUR
PENSION PLAN
|
201
|
|
59.
|
HELP!
I CAN'T DO ALL THIS ALONE!
|
203
|
|
60.
|
BUT
WHAT TO DO WITH ALL THIS TYPING?
|
207
|
|
61.
|
GOT
NO SPOUSE? SPOUSE CAN'T TYPE?
|
209
|
|
62.
|
MARKETING
YOUR CONSULTING SERVICES
|
211
|
|
63.
|
SELLING
YOUR CONSULTING SERVICES
|
221
|
|
64.
|
SHOULD
I TAKE ON MY BUDDIES AS PARTNERS?
|
229
|
|
65.
|
NOW GO FORTH AND MAKE MONEY!
|
238
|
|
TABLE
OF APPENDICES
|
| |
|
|
| THE
IRS AND YOU - THE INDEPENDENT CONSULTANT |
|
| THE
FAMOUS '20 IRS RULES OF INDEPENDENCY' |
|
| LIFE
IN THE 'BIG 5' and 'TOP 25' CONSULTING FIRMS |
|
| TOP
'25' CONSULTING FIRMS IN THE YEAR 2001 |
|
| SAMPLE
FIXED-PRICE CONTRACT (SMALL ENGAGEMENT) |
|
| SAMPLE
CONSULTING PROPOSAL (SMALL ENGAGEMENT) |
|
| SAMPLE
FIXED-PRICE CONTRACT (LARGE ENGAGEMENT) |
|
| SAMPLE
CONSULTING PROPOSAL (LARGE ENGAGEMENT) |
|
| SAMPLE
COLLECTION LETTER |
|
ORDER BOOK NOW!
|
