In the book: "Getting Started as an Independent Computer Consultant"

This book is packed with information about how to start your own successful consulting business!

 Introduction

• What Is This Book About?
• Who Will Benefit from this Book?
• Why Is This Book Different?
• Who Become Independent Computer Consultants?
• Who Hires Independent Computer Consultants?
• How Is This Book Organized?

Foreward

• By Joyce Burkard, Executive Director, Independent Computer Consultants Association (ICCA)

Chapter 1: Are You Ready?

• The Ups and Downs of Self-Employment
• The Personality of an Entrepreneur vs. the Personality of an Employee
• Misconceptions about What It Takes to Be Successful
• Five Critical Questions to Ask Yourself

Chapter 2: Indentifying Your Niche

• Following the Demand
• How Beneficial Are Certifications?
• How to Get the Right Experience
• Retooling Your Skills
• Noncompete Covenants

 Chapter 3: Typical Roles and Projects

• Common Independent Consulting Roles
  • The #1 best role for independent computer consultants
  • Turnaround situations
  • Training
  • Staff augmentation
  • The #1 worst role for independent computer consultants
• Specializing vs. Diversifying
• Hiring Subcontractors to Work for You

• Create Your Own USP (Unique Selling Proposition)
• The Best Sources of Leads
  • The #1 best source of quality leads
  • Advertising on the Internet
  • Subcontracting to consulting firms
  • Other good sources
• Selling Yourself Over the Phone
  • Your opening line
  • Your script
  • The #1 best closing technique
• The Expanding Project
• Keeping Great Clients

Chapter 5: How Much Should I Charge?

• First Projects
• Multiple Choices When Times Are Good
• Honesty is the Best Policy
• How Seasonality Can Affect Your Rate
• Long-term vs. Short-term Projects
• Working as a Subcontractor for Consulting Firms
• How to Negotiate the Best Payment Terms
• Knowing Your Market
• How to Make $100,000 a Year or More

Chapter 6: Creating a Business Entity That Works for You

• The Twenty Point Test
• How to Avoid Being Reclassified as Your Client's Employee
• Creating Your Own Corporation or Limited Liability Company
• Taxation Options
• 1099 vs. W-2: Which Is Better?
• Contract Clauses to Watch Out For

Chapter 7: Insurance for the Self-Employed

• The Best Health Insurance Option for Independent Consultants
• General Liability Insurance
• Errors and Omissions Insurance
• Disability Insurance
• Life Insurance
• Workers Compensation Insurance

Chapter 8: Retirement Planning for the Self-Employed

• The #1 Best Tax-Deferred Retirement Planning Option for Independent Consultants

Chapter 9: Income Tax Considerations for the Self-Employed

• Reporting Business Income
• Deducting Business Expenses
• Understanding Self-Employment Tax

Chapter 10: Surviving Business Travel

• How to Obtain Elite Status with Multiple Airlines
• Purchasing Services to Make Travel More Survivable
• Other Tips
• Working from Home

Chapter 11: Dealing with Difficult Clients                                                                  

• Why Some Clients Are So Difficult
• Difficult Client Story #1
• Difficult Client Story #2
• Difficult Client Story #3
• Difficult Client Story #4
• How to Handle Problem Situations

Chapter 12: Common Mistakes and How to Avoid Them

• The #1 Biggest Mistake Made by Newly Independent Consultants
• Other Mistakes and How to Avoid Them
• Contract Clauses to Watch Out For

Chapter 13: Preparing Yourself for Self-Employment

• Important Checklist

Appendix: Sample Consulting Contract

Index