With over 70,000 copies in print, this is the classic guide to success in the dem & ing world of consulting. A consultant is an entire company all rolled up into one person! A consultant acts as marketer, salesperson, subject expert, legal adviser, accountant, negotiator, more! In other words, consultants need help! That's why HOW TO MAKE IT BIG AS A CONSULTANT keeps selling, selling. Written by a veteran consultant (with hundreds of consulting engagements to his credit), this up-close-&-personal guide is filled with highly-focused, detailed advice on every aspect of starting up, maintaining a highly lucrative consulting career. Completely updated, the third edition includes new chapters on how to do effective research, how the Internet can provide a multitude of business opportunities. All the basics that make this book a favorite are still included, such as how to: Understand what clients think they need (& analyze if it's what they really need), Market the business--both directly, indirectly, Create the structure for an assignment (proposals, pricing, contracts, scheduling), Solve clients' problems (using the Harvard Case Study Method), Structure, run the business (all the legal, tax, insurance issues), Grow, evolve to become an outstanding consultant one that clients turn to again, again.