Building & Running a Successful
Research Business, 2nd Edition
A Guide for the
Independent Information Professional
By Mary Ellen Bates
| Foreword by Amelia Kassel
Table of Contents
Foreword,
by Amelia Kassel
Acknowledgments
Introduction
Section
One: Getting Started
Chapter
1—What’s an Independent Info Pro?
What’s
This Business All About?
So What
Do
You Do, Anyway?
Focus,
Focus,
Focus
Where
Will I
Find My Clients?
Real-Life
Examples
Frequently
Asked Questions
Chapter
2—A Day in the Life of an Independent Info ProMy Typical
Day Your
Typical Day Issues We
All
Face
Chapter
3—The Joys and Frustrations of Being an Independent Info Pro
The Thrills
of Being an Independent Info Pro The Chills
of
Being an Independent Info Pro
Chapter
4—Are You a Potential Independent Info Pro?
The People
Skills The
Entrepreneurial Skills The
Business
Skills The
Information Skills Where Can
You
Get Help? The
Imposter
Syndrome
Chapter
5—Who You Are and What You Do
Who Needs
You? Offering
What
the Client Needs Think
Globally, Not Locally
Chapter
6—Understanding Your CompetitionWho Am I Up
Against? Working
With
Your Competition Looking for
Competition Making
Yourself Competition-Proof
Chapter
7—Structuring Your Business
Incorporating
or Keeping It Simple Should You
Partner With Your Partner or Your Pal? What Kind
of
Entity Are You? Hired Help
or
Ad Hoc Subcontracting
Chapter
8—Before You Launch
Business
Plans and Other Pipe Dreams Who Are
Your
Clients? What About
My
Steady Paycheck? Just Do It!
Chapter
9—Setting Up Your Business
What’s
Your Name? Are You My
Employer? Where Am I? Office
Equipment Checklist Your Phone
Number Your URL Paying Your
Dues
Chapter
10—You.com
What’s
the Purpose of a Website? Choosing a
Domain Name Creating
Your
Website What About
the Content? Other Web
“Homes”
Chapter
11—Business Apps for Info-Entrepreneurs
The Basics The
Nice-to-Haves Other Cool
Tools
Chapter
12—Work and the Rest of Your Life
Living
Abundantly Time
Management, or “I Think I’ll Take a Little Break
Now” “The
Info Pro Is In” or Not Creating a
Good Office Environment Going on
Vacation Business
Coaches: Help, I Need Somebody
Section
Two: Running the Business
Chapter
13—Managing Your Clients
Monogamy
Versus Playing the Field Is Any
Client
Too Small? Let’s
Not Do Lunch Handling
RFPs The Art of
Proposal Writing Get It in
Writing? When to Say
“No” Do You Like
Me? Really? The Project
From Hell How to Fire
a
Client
Chapter
14—Money, Money, Money
Financing
Your Business Accounting
101 Billing and
Collections Cash Flow Paying
Yourself Paying the
Tax Man
Chapter
15—Setting Rates and Fees
Hourly
Rates
or Flat Fee? Estimating
a
Project Can You Get
the Money Up Front? Recalibrating
Rates
Chapter
16—Subcontracting, or I’ll Scratch Your Back If You
Scratch Mine
How Does
Subcontracting Work, and Why Should I Share? The
Challenges of Subcontracting Following
the
Golden Rule
Chapter
17—Ethics and Legalities
IANAL Ethical
Quandaries Handling
Conflicts Client
Confidentiality Reading the
Fine Print Contracts
and
Agreements Keeping
Your
Word Copyright
Perils Recycling
Results Legal
Collections
Chapter
18—Professional Development
AIIP: Your
Secret Weapon Associations
Galore Staying
Sharp The
Invisible
Network
Chapter
19—Strategic Planning
Getting a
Yearly Check-Up What More
Can
I Do for My Clients? Learning
From
Your First Year Taking Time
to Think Building a
Brain Trust Expanding
Your (and Your Clients’) Vision Finding a
Sounding Board
Chapter
20—Your Next Five YearsWarning:
Sharp Curves Ahead Questions
to
Ponder Moving to
the
Next Level Rootbound
Versus Bonsai
Section
Three: Marketing
Chapter
21—Marketing Do’s and Don’ts
You’re
Always “On” “Can
You Do This for Me?” Ten
Mistakes
New Independent Info Pros Make
Chapter
22—Your Marketing Plan
What Are
Your
Goals What Info
Pro
Marketing Entails Writing
Your
Marketing Plan 22 Ways to
Kick-Start Your Marketing
Chapter
23—Your Business Image
You in Print Your Web
Image Answering
Your Phone
Chapter
24—Marketing on the Web
Where Can
You
Live Online? Marketing
With Your Website Blogging
Your
Business Participating
in Electronic Discussions Other
Options
to Consider
Chapter
25—Print and Eprint Marketing
Starting
Your
Mailing List Direct
Mail:
Directly to the Wastebasket? Targeted
Mailings Client
Newsletters and Postcards Directories Print
Advertising
Chapter
26—Marketing by Writing and Speaking
Author,
Author! Speaking
Your
Piece
Chapter
27—Starting the Word of Mouth
“What
Does Your Company Do?” “How
Did You Hear About Me?” Working the
Associations Moving
Beyond
the Chamber of Commerce Leads and
Networking Clubs Asking for
Referrals
Chapter
28—Public Relatins
Doing
Something Newsworthy Writing a
Press Release Getting
Noticed Becoming a
Certified Expert Building a
Press Kit Giving Good
Sound Bites
Section
Four: Researching
Chapter
29—The Reference Interview
Steps in a
Reference Interview Sources of
Ambiguity
Chapter
30—Thinking Like a Researcher
Ready,
Fire,
Aim Seeing
Horizons and Setting Limits Mapping Out
a
Large Project Tutorials
on
Research Techniques
Chapter
31—Online Research Basics
It’s
All on the Web for Free, Right? What’s
Missing? Free Versus
Fee Boolean
Basics Adjacency,
Truncation, and Other Power Tools
Chapter
32—Web Research 101How Search
Engines Work Getting the
Most From Search Engines Web
Directories and Guides The
Invisible
Web Searching
the
Social Web Discussion
Forums and Lists
Chapter
33—Specialized Web Databases
Pay-As-You-Go
Options Public
Libraries Open Access
Publications Government
Databases
Chapter
34—Professional Online Services
“This
Costs How Much?!?” Cheaper by
the Dozen? The Big
Three
(Plus a Few) Power Tools Controlling
Searches with Controlled Vocabulary Tracking
Your
Costs When in
Doubt, Subcontract Out
Chapter
35—Telephone Research
What’s
Involved in Phone Research? Characteristics
of a Good Phone Researcher The
Challenges of Telephone Research Successful
Telephone Interviews Telephone
Research Ethics
Chapter
36—Public Records Research
What Does a
Public Records Researcher Do? Is a Public
Records Researcher a PI? Learning
How
to Research Public Records Challenges
of
Public Records Research Ethical and
Legal Issues Getting
Started as a Public Records Researcher Public
Records Databases
Chapter
37—Deliverables
No Added
Value = No Perceived Value Less Is More Are You
Professional or Strategic? Branding
and
“Sealing” Your Results Archiving
Search Results
Chapter
38—Other Services You Can Offer
Training,
Workshops, and Seminars Podcasts,Webinars,
and Other Web-Based Products Outsourced
Library Services Consulting
Services
Appendices
Appendix
A. The Association of Independent Information Professionals Appendix
B. Websites Mentioned in This Book
Appendix
C. People Quoted in This Book
About
the Author
Index
Back to Building & Running a Successful Research Business, 2nd Edition.
|