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A one-person business is different from any other! As a "one person business," you have to do the business PLUS get the business. This book is devoted to helping you develop your skills in getting the business plus, spectacular tips that will assist you in doing your business more effectively.
Contains Complete Information About: Business Setup and Operation; Independent Contractor Criteria and Forms; Fee Setting, Consulting; Public Speaking and Seminars; Talk Radio and Public Television Promotion; Contracts and Agreements
When you're the business, you do things differently. This book focuses on getting and doing the business without the need for employees and big budgets.
A comprehensive manual dedicated to the selling of consulting services with special sections devoted to public speaking, one of the most lucrative methods of promoting consulting services. Illustrated workbook.
When you, and your services are the business, you need to do things differently from other people. This manual has been specifically developed with you in mind. It focuses on your need to both get and do the business without the need for employees and big budgets.
Whether you're a doctor, lawyer, accountant, graphic designer, quality control specialist, trainer, or public speaker, you're in business for yourself and pretty much by yourself.
With a limited amount of time and resources available to you, you need to maximize your profit potential, increase your presence in the public marketplace, and conduct your business -- by yourself.
The secret for accomplishing all of this successfully is no secret -- it's a series of mechanical steps that you can implement immediately to get your business into the realm of manageability and profitability.
Nothing is theory -- everything is practical!
The material in this book is real, sensible, ready to use information that has been gained from practical knowledge and application over the last 15 years.
The authors have been operating independently (and successfully) since 1982. They conduct over 400 assignments each year and have growing practices independently and jointly.
They both understand, first hand, what it means to operate on a "shoestring" budget, and how important it is to get the maximum return for both the time and capital that is applied to the business.
They've shared their years of expertise in this practical, easy to follow manual so that you can join the ranks of millions of successful one person businesses.
INCLUDED IN THIS MANUAL are special sections about Public Speaking, one of the single most lucrative ways to promote your career, establish yourself as an industry expert, and generate revenues at the same time.
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Mike Rounds is a dynamic, highly successful business consultant, author and entrepreneur. Mike will share his 16 years of first-hard consulting. His forte is taking complicated subject and presenting them in a simple, easy to follow fashion, Mike has been a consultant since the early 1980s and continues as a consultant and professional speaker.
Nancy Miller is a seasoned veteran of the professional speaking industry. She is an active member of the National Speakers Association and holder of the local chapter's prestigious Golden Microphone Aware for Speaking Excellence.
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CHAPTER 1 -- WHAT IS THE ONE-PERSON BUSINESS?
Services
Selling
Consulting -- The Old and New Business
Consulting vs. Free Lancing
The Growing Need For Consultants
Why Consultants Are Hired
Benefits of Hiring and Using Consultants
CHAPTER 2 -- THE INDEPENDENT CONTRACTOR VS. THE EMPLOYEE
Employer Tax Liability For Independent Contractors Independent
Contractor Criteria (Independent Contractor Criteria Worksheet)
CHAPTER 3-- BUSINESS BASICS
Business Addresses (home address, office or professional suites,
post office, rental mail stations, sublet)
Business Banking
City Business License
Fictitious Name Statement (FNS: Doing Business As (DBA)
Insurance (auto, business-property, disability, general
liability, health, liability, malpractice, errors-and omissions,
or product-liability, partnership, small-business, worker's
compensation) Internal Revenue Service Merchant Status
(application fee, equipment, fees and chargebacks) Seller's
Permit Software (accounting, databases, invoicing, and time and
billing) Telephones (answering machines and voice mail, 800
numbers and faxes) Tips for Getting Paid
CHAPTER 4 -- TIPS FOR SUCCESSFULLY SELLING SERVICES
Appropriate
WIIFT-What's In It For Them? WIIFM-What's In It For Me?
Money Back Guarantees
Free Session or a Give-Away
Timing
Responds Best to Familiar and Non-Threatening
Find a Need and Fill It (Find a Need and Fill It Worksheet)
CHAPTER 5 -- HOW TO ESTABLISH YOUR VALUE
Daily Labor Rate
Overhead and Direct Expenses (Determining Overhead -- an Example)
Profit
Value Considerations
Consultant's Proposal and Contractual Agreement
Types of Contracts
Letter of Agreement (Sample Letter of Agreement and Sample Formal
Contract)
Description of Contingent Commitment Agreement (Contingent
Commitment Agreement)
Description of Work-For-Hire Agreement (Work-For-Hire Agreement)
CHAPTER 6 -- TECHNIQUES FOR PROMOTING SERVICES Radio Talk
Shows
Writing
Newsletters
Audio Newsletter
Magazine Articles
Press Releases
Organizational Involvement and Volunteering
Speaking (How Money is Made When Speaking and Type of
Presentations)
Private Seminar and Workshop Companies (Fees, the procedure for
hiring trainers, the pitfalls and some public seminar company
addresses)
CHAPTER 7 -- RUBBER CHICKEN CIRCUIT
Fees
Testimonial Letter for Use in Press Kit (Points of a Good
Testimonial Letter)
Audio and Video Recording or Demos
Back of Room Sales -- BORS
Backside
Getting Experience
Showcase
New Material
Introductions
Where To Get Addresses
Mailing Piece (Sample Postcard Front and Back)
CHAPTER 8 -- RUBBER BAND CIRCUIT
Fees (hourly and split)
Class Cost
Credentials
What to Submit (sample postcard, sample cover letter for rubber
band circuit)
Program Titling
Writing the Description
Evaluation or Feedback Sheets (sample evaluation form)
CHAPTER 9 -- LOGISTICS
Meeting Location
Dealing with the Hotel
Food (in the morning, meals, vegetarian dishes, no food, and
afternoon)
Meeting Room
Set Up of Meeting Room
Best Times for: Corporate Meetings
Best Times for: Non-Corporate Meetings
Pre-Meeting Set Up
CHAPTER 10 -- COLLATERAL MATERIALS
One-Sheet
Capability Brochure
Resumes
Business Cards
Testimonial Letters (dating a testimonial letter, excepts or
quotes, signature and title, and components of a testimonial
questionnaire)
Newspaper Reprints-Article Reprints
Media or Press Kit (sample letter for article reprint)
Faxable Pictures
Postcards
Keeping Things Interesting
Organizations
The Final Word (Sample Speaking Agreement)
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