ERIC Number: ED363154
Record Type: Non-Journal
Publication Date: 1993
Reference Count: N/A
Developing a Consulting Practice. Survival Skills for Scholars. Volume 3.
Metzger, Robert O.
This book discusses the content consultation process as undertaken by scholars (professors or advanced graduate students) in all fields to be performed as a regular activity and run as a business. Chapter 1 offers an overview and description of consultation practice. Chapter 2 discusses indirect marketing of consultation services for scholars. Chapter 3 describes direct marketing strategies of one's consulting services including consulting alliances, direct sales campaigns, and interviews. Chapter 4 addresses sales and covers developing a work plan, developing a proposal, types of proposals, oral presentations, client attitudes, setting a fee structure, keeping perspective, payment and payment schedules, and marketing resources. Chapter 5 explores the role of process in the consulting relationship. Chapter 6 takes an operations perspective and covers hiring a lawyer, finding accounting help, cultivating a banker, setting up an office, hiring others, and general organization. Chapter 7 focuses on the strategic perspective and the importance of staying focused, types of consulting practices, and jumping in and getting wet. A final chapter looks at the heuristic perspective and covers looping back to the classroom, research, personal bias, competition, and ethics. (Contains 31 references.) (JB)
Descriptors: Business Administration, Business Skills, College Faculty, Consultants, Consultation Programs, Higher Education, Professional Services, Referral, Self Employment, Small Businesses, Specialists, Technical Assistance
SAGE Publications, Inc., 2455 Teller Rd., Newbury Park, CA 91320 (cloth: ISBN-0-8039-5046-2; paperback: ISBN-0-8039-5047-0, $11.95).
Publication Type: Guides - Non-Classroom; Books
Education Level: N/A
Audience: Teachers; Practitioners
Authoring Institution: N/A