Profitable consultancy techniques
Become a richer, more effective consultant
The articles here are distilled from my experiences in a long career -
and the experiences of many of my colleagues. They are a taster. We have
learnt what works, what does not. We have learnt how easy it is to lose
money in what should be a profitable consultant. We are highly skilled
professionals, but we found that our consultancy skills were at least as
important as our professional skills if we were to stay in business.
Should you try and make a living as a consultant?
The
consultancy business
Will you succeed as a consultant?
Can academics be
consultants?
Can civil
servants be consultants?
Will I
survive as a consultant?
How do you sell your consultancy?
Selling consultancy
Selling with
proposals
Outline of a
proposal
Proposal
contents
One kind of
proposal
Hit rates
Getting clients to buy your consultancy
Clients say they will
not buy when
What clients
fear
The second eleven
Why people are
frightened of buying consultancy
What clients
think they want
People will not buy
when...
Should you give free diagnosis?
Ethics and consultancy
Ethics
Why consultants lie
Turn down business when …
Conflicts of
interest
Ethical consultants do not....
How contract
research biases the allocation of time
International consultancy
Become an
international consultant
Working in Russia
What to take
abroad for a long term mission
Working abroad can seriously damage your career
Conditions for
international contracts
Calculating your fee
rate
The fee rate you
negotiated – and the one you are paid
How not to get paid at all
Relating fees
to results
Charging your
expenses
Freelancing
Freelance
contracts
Standard terms
Dr Peter Bowbrick
Peter@Bowbrick.eu
0131 556 7292 0777 274 6759 |