What does (should) a consultant do? -- Seizing opportunity -- Consulting as a second career -- Why do so many consultants fail? How to succeed -- A few keys to success -- Founding the consulting practice -- Finances, taxes, and related problems -- Marketing and sales: finding leads and closing them -- Releases, brochures, and other materials -- The new marketing -- Marketing to the public sector: federal, state, and local government -- Proposal writing: a vital art -- The initial meeting with the new client or prospect -- Negotiations, fees, and contracts -- Consulting processes and procedures -- Final reports, presentations, and other products -- Fees and collections -- Skills you need: making presentations -- Skills you need: writing -- Additional profit centers: writing for publication and self-publishing -- Additional profit centers: seminars and public speaking -- Consulting and new technologies -- Business ethics in consulting

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