The Consultant's Guide to Hidden Profits

Today's consulting market is more competitive than ever before - downsizing and cutbacks mean more consultants are competing for tougher-to-find assignments. In this new playing field, consultants can't afford any longer to sidestep business and marketing strategies they may have neglected in the past. The Consultant's Guide to Hidden Profits lays out the 101 strategies every consultant must build into his or her business plans - from locating little known markets to negotiating smarter for better fee arrangements. Written by America's foremost writer on consulting, these are surefire tips and techniques for increasing professional visibility and adding to the bottom line of any firm or practice. This is no general overview or a statement of principles, but a practical "cookbook" with 101 recipes for success. You'll discover the practical do's and don'ts of public relations, the best uses of direct mail, and numerous "secrets" for extending name recognition through print articles, seminars, and networking. You'll also learn what it really takes to make "group" consulting work, how to become an expert litigation witness, and why today's computer database services make prospecting for clients an effortless task. Here are all the expert, insider strategies you need to create and sustain a demand for your consulting services, pinpoint and eliminate shortcomings in sales volume, find hidden profits in all your marketing efforts, rethink the consultant's "product" and serve new clients - such as the judicial system, find niches in the lucrative government market, master the art of consultant-client relations, and use unique sales promotions to build billings. Regardless of your area ofprofessional expertise - whether you're in computers, information services, industrial security, editorial and publishing, business management, and more - this single-source guide to dramatic consulting growth helps you pinpoint your professional niche and successfully market your one-of-a-kind services to the broadest range of clients possible.