Getting Started in Consulting, Third Edition

Glossary

acceptance

that part of the proposal that the buyer signs indicating agreement with all details, terms, and provisions included. An acceptance can also be oral, or can be in the form of a payment when you've indicated that a payment will indicate acceptance of the terms.

biographical sketch

a brief (one page or less) description of the consultant's accomplishments, credentials, and credible background. Note: This is not a resume.

brochure

a bound booklet that describes your firm's services, client results, and approaches; provides testimonials; and contains other relevant information for a prospective buyer. You are better off with no brochure than a cheap foldout version. Wait until you can afford a decent one of four to a dozen pages.

buyer

that person who can write a check (expend budget without further approvals) for the consultant's products and services; also called economic buyer or true buyer.

C corporation

traditional corporate configuration, which I believe now offers fewer advantages than an S corporation, though either is appropriate for a consulting practice.

celebrity

that status that confers upon celebrity you a credibility and competence that is spoken about by others and readily accepted without further proof or validation by those who do not know you.

client

an organization or individual that engages the consultant to achieve certain results in return for agreed-upon compensation.

commercial publishing

producing print or recorded material through a third party, which ...