HOW TO MAKE IT BIG AS A COMSULTANT

Cohen (business, California State University, Los Angeles) offers advice on starting and maintaining a consulting career. He provides instruction on understanding clients' needs, marketing the business, creating the structure for assignments, problem-solving, growth, research, and using the Internet. Chapters also discuss the nuts-and- bolts of the business, including interviews, proposals, pricing, contracts, schedules, negotiating, and presentations. Appendixes include references, a sample brochure, a questionnaire and audit, a sample proposal, and a list of professional associations. Annotation c. Book News, Inc., Portland, OR (booknews.com)

William A. Cohen, Ph.D. is a business professor and former department chairman at California State University in Los Angeles. As Director of the Small Business Institute, he built the program into one of the country’s largest--supervising consulting for more than 700 small businesses. He is the author of the first two editions of this book, as well as The Art of the Leader and Building a Mail Order Business. He lives in Pasadena, California.