Book description
I wish this book had been available when I began my independent career. There’s only one word for it — PRICELESS!!!
-Shay McConnon, psychologist, trainer, coach, magician and mentor
This book is a MUST read, for anyone thinking about life outside the
organisation — it helps make the transition smooth and seamless.
- Goran Hultin, former Deputy Director General at the ILO (International Labour Office), now a successful independent consultant
This is a practical and essential guide for anyone contemplating establishing their own business. Johnson captures all the key elements which allow a successful transition and is very clear about what can send you off track. Grounded in common sense and humour.
- Norman Walker, former Global Head of Human Resources for Novartis, now an independent senior executive coach and consultant on leadership
HOW TO WORK FOR YOURSELF — AND MAKE IT WORK… FIRST TIME and ALL THE TIME
Are you thinking of working for yourself as an independent consultant? Have you already made the leap and want to get more work, new clients, higher fees? This book pulls no punches, it tells it like it is, giving you all the guidance you need to set yourself up and get work in the first place, plus all the know-how you need to survive, prosper and expand.
Table of contents
- Copyright
- Financial Times Prentice Hall
- Acknowledgements
- Foreword
- Introduction
- 1. Why do you want to do it?
-
2. Are you an entrepreneur?
- Could this be you?
- The multi-tasking megastar
- Howâs your network?
- What about money?
- Home Alone: Creating your workspace
- The perils of partnership
- Independents are really loners
- Changing people, changing times
- Adding expertise
- Bring in the professionals
- Shoulders to cry on
- Can you smell trouble?
- How not to fall at the first hurdle
- Key learning points
- 3. Getting out and getting going
-
4. Planning the successful start-up
- What not to waste time over
- Adminfrustration
- Invoicing
- ... and the X-Files
- The production plan
- Set a routine
- Set the pattern for YOUR work ethic
- Missing your mates and cabin fever
- The partner and the kids
- The social v. business thing
- Taking time off
- Playing the percentage game
- Keeping time sheets
- Never put all your beans in one tin
- Staying fit
- Health checks
- Health and work insurance
- Saving for the future
- Getting an office supplier
- Finding professional advice: Financial, legal, IT
- Other suppliers
- Insurance
- Key learning points
-
5. The life of a salesman
- Selling failure no. 1: You think selling is sleazy
- Selling failure no. 2: You forget to sell
- Selling failure no. 3: You canât ask for the order
- Selling failure no. 4: Chemistry
- Oh no! Not another logo!
- Registering your company name and domain name
- Whose rules?
- Confidence is a keyword
- Learn to ask for the business
- Help your client to help himself
- Intellectual property (IP)
- Key learning points
-
6. Marketing yourself
- Sales materials â how much, how soon?
- The website
- The electronic calling card par excellence
- Learn to link
- The art of cold calling â donât
- Get yourself published
- Excuses to stay in touch
- Hot-topic seminars
- Platform marketing: Conferences and seminars
- Samples and show reels
- Creating your own network
- If you canât do it â teach it!
- Charitable work
- Gifts to go
- Dressing for success
- Key learning points
-
7. New business: Getting it, charging for it, getting paid for it
- Creating your new business policy
- Writing proposals that work
- When to chase for the business
- Making the PA your pal
- Setting fees and other money worries
- The variable fee game
- Marking-up work
- Retainer business
- Expenses
- Recovering development costs
- Contracts and letters of engagement
- When the brief changes
- The gentle art of quoting
- Evolving the client relationship
- Getting paid
- Working with different client groups
- Developing long-term client relationships
- Conflict of interest
- Paying suppliers
- Agents and alliances
- Key learning points
-
8. Developing the business
- The solo operator
- Alliances, joint ventures and partnerships
- Hiring staff
- Contracting out
- Shrinking the business
- Checking out the marketplace
- Keeping up to speed
- Marketing others
- Keeping your culture
- Have you lost focus?
- Changing pricing structures
- Become a guru?
- Working with the competition
- Nightmare strategies
- Bail-out strategies
- A final thought
- Key learning points
-
9. Creating YOUR workplace
- Can I work from home?
- Can I have a dedicated work area in my home?
- Will I have clients visiting my home?
- Can I create an external access to my home office?
- Planning your stand-alone office unit
- Planning permission
- Do I have room to expand?
- Are there alternative facilities in town â maybe share the costs with others?
- Fixing up the facilities
- Play safe
- Does it have a view?
- â... with one enormous chairâ
- Where do all those office supplies come from?
- Back to THOSE rules
- The challenge of staying connected
- Staying ahead
- Get professional help
- Key learning points
-
10. The travelling independent consultant
- Getting prepared
- Travelling light
- Luggage planning
- Travelling with clients
- Travel rules for independents
- Getting the best deals
- To book or not to book?
- Welcome to the throw-away society
- Charging travel time
- Expenses on the road
- Staying in touch on the road
-
The workplace is where you lay your lap-top
- The workplace is everywhere no. 1: The airline lounge
- The workplace is everywhere no. 2: The hotel lobby
- The workplace is everywhere no. 3: Public places
- The workplace is everywhere no. 4: Restaurants
- The workplace is everywhere no. 5: OPOs (Other Peopleâs Offices)
- The workplace is everywhere no. 6: Restrooms
- An ongoing challenge
- Key learning points
-
11. Counting the cost (and the profit)
- What do you need to make it?
- What kind of business suits you best?
- Sole trader
- Limited company
- Are there any other things you need to know?
- What about networks and partnerships?
- Getting in the professionals
- So what are the ins and outs of business banking?
- Contracts with clients
- Working contracts with suppliers
- The taxman cometh
- What can I claim for?
- Your legal obligations to the taxman
- Getting a bank manager you can work with
- You need a loan like a hole in the head
- Supplies, supplies, supplies
- Pension plans
- Hiring staff and subcontract help
- Accounting packages
- Domain names and intellectual property rights
- Working from home: Claiming expenses
- Travel â the unromantic stuff you need to know
- Family and the independent consultant
- Cars and other vehicles
- Dealing with deadlines
- 12. Whatâs next for the independent consultant?
-
Appendix
-
Sample Consultancy Agreement
-
Now Therefore It Has Been Agreed as Follows:
- Article 1 Subject
- Article 2 Duration and termination
- Article 3 Conditions of performance of services
- Article 4 Copyright/confidentiality
- Article 5 Non-competition and unfair competition
- Article 6 Compensation
- Article 7 Assignment
- Article 8 Notice
- Article 9 Severance and public restrictions
- Article 10 Governing law and jurisdiction
- Article 11 Prior agreements
-
Now Therefore It Has Been Agreed as Follows:
-
Sample Consultancy Agreement
Product information
- Title: Smarter Consulting: How to start up and succeed as an independent consultant
- Author(s):
- Release date: January 2009
- Publisher(s): Pearson
- ISBN: 9780131370180
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