2 of 2 people found the following review helpful
Excellent Book for New Consultants,
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This review is from: The Consultant's Manual: A Complete Guide to Building a Successful Consulting Practice (Paperback)
In "The Consultant's Manual", Thomas Greenbaum presents a concise, well-thought-out guide for starting a consulting business. Although a bit outdated (published in 1990), the content of Greenbaum's manual is just as applicable now as it was in the 1990's.
His first chapter deals with marketing, a good place to start. He stresses that focusing on a target market and defining what you have to offer are the key aspects of building a successful business. "...nothing happens until someone sells something" is right on page one of his Introduction section.
His chapters on proposal preparation and handling objections are right on the money. His essay on ethics at the end of his book is well written and to the point.
Greenbaum taught consulting classes at Harvard University before he wrote this book. His depth of knowledge is evident.
I highly recommend this book.
Mitch Paioff, Author, Getting Started as an Independent Computer Consultant
Getting Started as an Independent Computer Consultant
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