Acknowledgments xiii
Introduction xv
Section 1
Office and Practice Management 1
Equipment Checklist and Commentary 1
Client File Checklist and Commentary 4
Insurance Checklist and Commentary 6
Professional Assistance Checklist and Commentary 9
Time and Space Allocation Checklist and Commentary 12
Section 2
Sales and Marketing 17
Web Site Checklist and Commentary 17
E-Mail Checklist and Commentary 20
Press Kit Checklist and Commentary 22
Sample Biographical Sketch 24
Sample Character Reference 26
Proposal Checklist and Commentary 26
Proposal Template 28
Proposal Cancellation Clauses Templates 33
Simple Letter of Agreement Template 34
Cold Call Telephone Script Checklist and Commentary 35
Cold Call Telephone Script 38
Cold Call Letter Checklist and Commentary 39
Cold Call Letter 40
Meeting Preparation Checklist and Commentary 41
Networking Checklist and Commentary 43
Networking Follow-Up Note 44
Advertising and Listings Checklist and Commentary 45
Sample Advertisement 46
Fee Setting Checklist and Commentary 48
Closing the Sale Checklist and Commentary 49
Section 3
Self-Development 53
Reading Materials Checklist and Commentary 53
Associations Evaluation Checklist and Commentary 55
Rebutting Objections Checklist and Commentary 57
Learning from Setbacks Checklist and Commentary 60
Section 4
Travel 63
Clubs Checklist and Commentary 63
Transportation and Lodging Checklist and Commentary 66
Road Warrior Support Checklist and Commentary 69
Section 5
Project Delivery 73
Sponsor Checklist and Commentary 73
Interview Checklist and Commentary 75
Focus Group Checklist and Commentary 77
Template for Focus Group Rules 80
On-Site Observation Checklist and Commentary 81
Coaching Checklist and Commentary 84
Coaching Rules of Engagement Template 86
Section 6
Debriefings Checklist and Commentary 87
Report Checklist and Commentary 89
Client Satisfaction Survey Template 91
Forms 93
Invoices 93
Invoice Template 94
Expense Reimbursement 95
Expense Reimbursement Template 95
Overdue Payments 95
Overdue Payments Template 97
Writing an Article Checklist and Commentary 98
Template for an Article 100
Letter to Magazine Editor Template 100
Subcontracting 101
Subcontracting Contract Template 102
Follow-Up Letters 104
Follow-Up Template for New Prospects 104
Follow-Up Template for Failure to Make Contact 105
Section 7
Financial 107
Taxes Checklist and Commentary 107
Investment Checklist and Commentary 109
Retirement Checklist and Commentary 111
Credit Line Checklist and Commentary 113
Bookkeeping Checklist and Commentary 115
Payroll Checklist and Commentary 116
Section 8
Legal 119
Incorporation Checklist and Commentary 119
Trademark, Service Mark, Registration Checklist and Commentary 122
Copyright Checklist and Commentary 124
Contracts Checklist and Commentary 126
Section 9
Advanced Marketing 129
Publishing Articles and Columns Checklist and Commentary 129
Inquiry Letter Template 132
Template for an Article 133
Book Publishing Checklist and Commentary 134
Template for Book Preparation 136
Template for a Book Proposal 138
Letter to a Literary Agent Template 146
Interview Checklist and Commentary 147
Interview Response Template 150
Radio Interview Request Template 151
Professional Speaking Checklist and Commentary 151
Speech Development Template 154
Speech Evaluation Template 155
Promoting Public Speaking Template 157
Speakers Bureau Inquiry Letter Template 161
Letter to Trade Association Director Template 162
Letter to Visitors or Convention Bureau Template 163
Speaking Contract Template 165
Advance Speaking Requirements Template 166
Speaking Requirements Sheet Template 167
Speech Introduction Template 168
Newsletter Checklist and Commentary 169
Newsletter Format Template 171
Newsletter Subscription Offer Template 172
Forecasting Checklist and Commentary 173
Forecasting Template 175
Qualifying System Template 175
Referrals Checklist and Commentary 177
Referrals Request Template 179
Repeat Business Checklist and Commentary 180
Repeat Business Suggestion Template 181
Passive Income Checklist and Commentary 182
Teleconference Template 185
International Business Checklist and Commentary 186
Alliances Checklist and Commentary 188
Retainers 191
Section 10
Maximizing Success 193
Life Balance Checklist and Commentary 193
Reinvention Checklist and Commentary 196
Selling Your Firm Checklist and Commentary 198
Appendix
Example of Trademark Registration 204
Example of Web Site Home Page 206
Bibliography 207
General Business and Consulting 207
Cold Calls 209
Publishing Assistance 210
101 Questions for Any Sales Situation You'll Ever Face 211
Sample Position Paper or White Paper 222
Index 227
About the Author 237
