Building the IT Consulting Practice [Paperback]

Building the IT Practice is a clear and practical guide organized to help design, build, and manage lucrative consulting practices. Building on the advisory methodologies described in the author's previous book, The IT Consultant, this book goes beond the personal practices and behaviors presented in that work to offer a roadmap to the creation of an IT Professional Services business. This book focuses on the basics of building a consulting business, dicussing such core issues as the creation of a unique marketing message, the design of a firm-wide delivery methodology, and the recruitment and retention of world-class sales and talent.Acknowledgments.

Preface.

ONE: What Is the IT Consulting Business?

The Size and Shape of the Business.

The Range of Service Possibilities.

Common Elements.

TWO: The Structure of the Practice.

Sole Proprietor.

Partnership.

Corporation.

Elements in Common.

Putting It All Together.

Interview with Ken Taormina.

THREE: The Basic Financial Model.

Utilization.

Rate.

Fee Capacity.

Measuring Performance.

FOUR: Vision and Mission.

Broad or Deep?

Strategic Planning.

The Planning Process.

The Vision Thing.

From Products to Services.

The Lessons of Migration.

FIVE: Process and Methodology.

A Sales Planning Process.

A Proposal Process.

A Scope of Work Standard.

A Stakeholder Participation Process.

A Risk Analysis Process.
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