ALAN WEISS, PhD, has consulted for hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, JPMorgan Chase, American Press Institute, and the Times-Mirror Group. He is the author of twenty-four books published in seven languages, including Getting Started in Consulting and Organizational Consulting, both from Wiley.

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• Acknowledgments xiiiIntroduction xvSection 1Office and Practice Management 1Equipment Checklist and Commentary 1Client File Checklist and Commentary 4Insurance Checklist and Commentary 6Professional Assistance Checklist and Commentary 9Time and Space Allocation Checklist and Commentary 12Section 2Sales and Marketing 17Web Site Checklist and Commentary 17E-Mail Checklist and Commentary 20Press Kit Checklist and Commentary 22Sample Biographical Sketch 24Sample Character Reference 26Proposal Checklist and Commentary 26Proposal Template 28Proposal Cancellation Clauses Templates 33Simple Letter of Agreement Template 34Cold Call Telephone Script Checklist and Commentary 35Cold Call Telephone Script 38Cold Call Letter Checklist and Commentary 39Cold Call Letter 40Meeting Preparation Checklist and Commentary 41Networking Checklist and Commentary 43Networking Follow-Up Note 44Advertising and Listings Checklist and Commentary 45Sample Advertisement 46Fee Setting Checklist and Commentary 48Closing the Sale Checklist and Commentary 49Section 3Self-Development 53Reading Materials Checklist and Commentary 53Associations Evaluation Checklist and Commentary 55Rebutting Objections Checklist and Commentary 57Learning from Setbacks Checklist and Commentary 60Section 4Travel 63Clubs Checklist and Commentary 63Transportation and Lodging Checklist and Commentary 66Road Warrior Support Checklist and Commentary 69Section 5Project Delivery 73Sponsor Checklist and Commentary 73Interview Checklist and Commentary 75Focus Group Checklist and Commentary 77Template for Focus Group Rules 80On-Site Observation Checklist and Commentary 81Coaching Checklist and Commentary 84Coaching Rules of Engagement Template 86Section 6Debriefings Checklist and Commentary 87Report Checklist and Commentary 89Client Satisfaction Survey Template 91Forms 93Invoices 93Invoice Template 94Expense Reimbursement 95Expense Reimbursement Template 95Overdue Payments 95Overdue Payments Template 97Writing an Article Checklist and Commentary 98Template for an Article 100Letter to Magazine Editor Template 100Subcontracting 101Subcontracting Contract Template 102Follow-Up Letters 104Follow-Up Template for New Prospects 104Follow-Up Template for Failure to Make Contact 105Section 7Financial 107Taxes Checklist and Commentary 107Investment Checklist and Commentary 109Retirement Checklist and Commentary 111Credit Line Checklist and Commentary 113Bookkeeping Checklist and Commentary 115Payroll Checklist and Commentary 116Section 8Legal 119Incorporation Checklist and Commentary 119Trademark, Service Mark, Registration Checklist and Commentary 122Copyright Checklist and Commentary 124Contracts Checklist and Commentary 126Section 9Advanced Marketing 129Publishing Articles and Columns Checklist and Commentary 129Inquiry Letter Template 132Template for an Article 133Book Publishing Checklist and Commentary 134Template for Book Preparation 136Template for a Book Proposal 138Letter to a Literary Agent Template 146Interview Checklist and Commentary 147Interview Response Template 150Radio Interview Request Template 151Professional Speaking Checklist and Commentary 151Speech Development Template 154Speech Evaluation Template 155Promoting Public Speaking Template 157Speakers Bureau Inquiry Letter Template 161Letter to Trade Association Director Template 162Letter to Visitors or Convention Bureau Template 163Speaking Contract Template 165Advance Speaking Requirements Template 166Speaking Requirements Sheet Template 167Speech Introduction Template 168Newsletter Checklist and Commentary 169Newsletter Format Template 171Newsletter Subscription Offer Template 172Forecasting Checklist and Commentary 173Forecasting Template 175Qualifying System Template 175Referrals Checklist and Commentary 177Referrals Request Template 179Repeat Business Checklist and Commentary 180Repeat Business Suggestion Template 181Passive Income Checklist and Commentary 182Teleconference Template 185International Business Checklist and Commentary 186Alliances Checklist and Commentary 188Retainers 191Section 10Maximizing Success 193Life Balance Checklist and Commentary 193Reinvention Checklist and Commentary 196Selling Your Firm Checklist and Commentary 198AppendixExample of Trademark Registration 204Example of Web Site Home Page 206Bibliography 207General Business and Consulting 207Cold Calls 209Publishing Assistance 210101 Questions for Any Sales Situation You’ll Ever Face 211Sample Position Paper or White Paper 222Index 227About the Author 237

ALAN WEISS, PhD, has consulted for hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, JPMorgan Chase, American Press Institute, and the Times-Mirror Group. He is the author of twenty-four books published in seven languages, including Getting Started in Consulting and Organizational Consulting, both from Wiley.

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• Acknowledgments xiiiIntroduction xvSection 1Office and Practice Management 1Equipment Checklist and Commentary 1Client File Checklist and Commentary 4Insurance Checklist and Commentary 6Professional Assistance Checklist and Commentary 9Time and Space Allocation Checklist and Commentary 12Section 2Sales and Marketing 17Web Site Checklist and Commentary 17E-Mail Checklist and Commentary 20Press Kit Checklist and Commentary 22Sample Biographical Sketch 24Sample Character Reference 26Proposal Checklist and Commentary 26Proposal Template 28Proposal Cancellation Clauses Templates 33Simple Letter of Agreement Template 34Cold Call Telephone Script Checklist and Commentary 35Cold Call Telephone Script 38Cold Call Letter Checklist and Commentary 39Cold Call Letter 40Meeting Preparation Checklist and Commentary 41Networking Checklist and Commentary 43Networking Follow-Up Note 44Advertising and Listings Checklist and Commentary 45Sample Advertisement 46Fee Setting Checklist and Commentary 48Closing the Sale Checklist and Commentary 49Section 3Self-Development 53Reading Materials Checklist and Commentary 53Associations Evaluation Checklist and Commentary 55Rebutting Objections Checklist and Commentary 57Learning from Setbacks Checklist and Commentary 60Section 4Travel 63Clubs Checklist and Commentary 63Transportation and Lodging Checklist and Commentary 66Road Warrior Support Checklist and Commentary 69Section 5Project Delivery 73Sponsor Checklist and Commentary 73Interview Checklist and Commentary 75Focus Group Checklist and Commentary 77Template for Focus Group Rules 80On-Site Observation Checklist and Commentary 81Coaching Checklist and Commentary 84Coaching Rules of Engagement Template 86Section 6Debriefings Checklist and Commentary 87Report Checklist and Commentary 89Client Satisfaction Survey Template 91Forms 93Invoices 93Invoice Template 94Expense Reimbursement 95Expense Reimbursement Template 95Overdue Payments 95Overdue Payments Template 97Writing an Article Checklist and Commentary 98Template for an Article 100Letter to Magazine Editor Template 100Subcontracting 101Subcontracting Contract Template 102Follow-Up Letters 104Follow-Up Template for New Prospects 104Follow-Up Template for Failure to Make Contact 105Section 7Financial 107Taxes Checklist and Commentary 107Investment Checklist and Commentary 109Retirement Checklist and Commentary 111Credit Line Checklist and Commentary 113Bookkeeping Checklist and Commentary 115Payroll Checklist and Commentary 116Section 8Legal 119Incorporation Checklist and Commentary 119Trademark, Service Mark, Registration Checklist and Commentary 122Copyright Checklist and Commentary 124Contracts Checklist and Commentary 126Section 9Advanced Marketing 129Publishing Articles and Columns Checklist and Commentary 129Inquiry Letter Template 132Template for an Article 133Book Publishing Checklist and Commentary 134Template for Book Preparation 136Template for a Book Proposal 138Letter to a Literary Agent Template 146Interview Checklist and Commentary 147Interview Response Template 150Radio Interview Request Template 151Professional Speaking Checklist and Commentary 151Speech Development Template 154Speech Evaluation Template 155Promoting Public Speaking Template 157Speakers Bureau Inquiry Letter Template 161Letter to Trade Association Director Template 162Letter to Visitors or Convention Bureau Template 163Speaking Contract Template 165Advance Speaking Requirements Template 166Speaking Requirements Sheet Template 167Speech Introduction Template 168Newsletter Checklist and Commentary 169Newsletter Format Template 171Newsletter Subscription Offer Template 172Forecasting Checklist and Commentary 173Forecasting Template 175Qualifying System Template 175Referrals Checklist and Commentary 177Referrals Request Template 179Repeat Business Checklist and Commentary 180Repeat Business Suggestion Template 181Passive Income Checklist and Commentary 182Teleconference Template 185International Business Checklist and Commentary 186Alliances Checklist and Commentary 188Retainers 191Section 10Maximizing Success 193Life Balance Checklist and Commentary 193Reinvention Checklist and Commentary 196Selling Your Firm Checklist and Commentary 198AppendixExample of Trademark Registration 204Example of Web Site Home Page 206Bibliography 207General Business and Consulting 207Cold Calls 209Publishing Assistance 210101 Questions for Any Sales Situation You’ll Ever Face 211Sample Position Paper or White Paper 222Index 227About the Author 237

ALAN WEISS, PhD, has consulted for hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, JPMorgan Chase, American Press Institute, and the Times-Mirror Group. He is the author of twenty-four books published in seven languages, including Getting Started in Consulting and Organizational Consulting, both from Wiley.

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• Acknowledgments xiiiIntroduction xvSection 1Office and Practice Management 1Equipment Checklist and Commentary 1Client File Checklist and Commentary 4Insurance Checklist and Commentary 6Professional Assistance Checklist and Commentary 9Time and Space Allocation Checklist and Commentary 12Section 2Sales and Marketing 17Web Site Checklist and Commentary 17E-Mail Checklist and Commentary 20Press Kit Checklist and Commentary 22Sample Biographical Sketch 24Sample Character Reference 26Proposal Checklist and Commentary 26Proposal Template 28Proposal Cancellation Clauses Templates 33Simple Letter of Agreement Template 34Cold Call Telephone Script Checklist and Commentary 35Cold Call Telephone Script 38Cold Call Letter Checklist and Commentary 39Cold Call Letter 40Meeting Preparation Checklist and Commentary 41Networking Checklist and Commentary 43Networking Follow-Up Note 44Advertising and Listings Checklist and Commentary 45Sample Advertisement 46Fee Setting Checklist and Commentary 48Closing the Sale Checklist and Commentary 49Section 3Self-Development 53Reading Materials Checklist and Commentary 53Associations Evaluation Checklist and Commentary 55Rebutting Objections Checklist and Commentary 57Learning from Setbacks Checklist and Commentary 60Section 4Travel 63Clubs Checklist and Commentary 63Transportation and Lodging Checklist and Commentary 66Road Warrior Support Checklist and Commentary 69Section 5Project Delivery 73Sponsor Checklist and Commentary 73Interview Checklist and Commentary 75Focus Group Checklist and Commentary 77Template for Focus Group Rules 80On-Site Observation Checklist and Commentary 81Coaching Checklist and Commentary 84Coaching Rules of Engagement Template 86Section 6Debriefings Checklist and Commentary 87Report Checklist and Commentary 89Client Satisfaction Survey Template 91Forms 93Invoices 93Invoice Template 94Expense Reimbursement 95Expense Reimbursement Template 95Overdue Payments 95Overdue Payments Template 97Writing an Article Checklist and Commentary 98Template for an Article 100Letter to Magazine Editor Template 100Subcontracting 101Subcontracting Contract Template 102Follow-Up Letters 104Follow-Up Template for New Prospects 104Follow-Up Template for Failure to Make Contact 105Section 7Financial 107Taxes Checklist and Commentary 107Investment Checklist and Commentary 109Retirement Checklist and Commentary 111Credit Line Checklist and Commentary 113Bookkeeping Checklist and Commentary 115Payroll Checklist and Commentary 116Section 8Legal 119Incorporation Checklist and Commentary 119Trademark, Service Mark, Registration Checklist and Commentary 122Copyright Checklist and Commentary 124Contracts Checklist and Commentary 126Section 9Advanced Marketing 129Publishing Articles and Columns Checklist and Commentary 129Inquiry Letter Template 132Template for an Article 133Book Publishing Checklist and Commentary 134Template for Book Preparation 136Template for a Book Proposal 138Letter to a Literary Agent Template 146Interview Checklist and Commentary 147Interview Response Template 150Radio Interview Request Template 151Professional Speaking Checklist and Commentary 151Speech Development Template 154Speech Evaluation Template 155Promoting Public Speaking Template 157Speakers Bureau Inquiry Letter Template 161Letter to Trade Association Director Template 162Letter to Visitors or Convention Bureau Template 163Speaking Contract Template 165Advance Speaking Requirements Template 166Speaking Requirements Sheet Template 167Speech Introduction Template 168Newsletter Checklist and Commentary 169Newsletter Format Template 171Newsletter Subscription Offer Template 172Forecasting Checklist and Commentary 173Forecasting Template 175Qualifying System Template 175Referrals Checklist and Commentary 177Referrals Request Template 179Repeat Business Checklist and Commentary 180Repeat Business Suggestion Template 181Passive Income Checklist and Commentary 182Teleconference Template 185International Business Checklist and Commentary 186Alliances Checklist and Commentary 188Retainers 191Section 10Maximizing Success 193Life Balance Checklist and Commentary 193Reinvention Checklist and Commentary 196Selling Your Firm Checklist and Commentary 198AppendixExample of Trademark Registration 204Example of Web Site Home Page 206Bibliography 207General Business and Consulting 207Cold Calls 209Publishing Assistance 210101 Questions for Any Sales Situation You’ll Ever Face 211Sample Position Paper or White Paper 222Index 227About the Author 237