Description: This paper is on the fear of rejection when prospecting, which is one of the biggest obstacles for consultants when it comes to developing business and getting clients.

Description: Artlicle discusses the consequence of Overwhelm and how to overcome it.

Description: The author discusses lessons and strategies he learned about selling from having a painful toothache.

Description: The author discusses how to enhance your career status, by setting yourself apart. This involves approaching your career as if it were your own business. The author notes that if you are a consultant, this way of thinking may not be a huge leap, but when you work for a company performing functions that are not directly revenue-producing, you may not have thought about this approach. The author then provides a checklist of seven essential steps to accomplish this. From ‘The Stepping Stone’ issue number 43.

Description: The author uses an analogy of a personal dental problem to convey how to market your services more effectively.

Description: Full version of Smaller Consulting Firm Section, January 2005, Issue No. 7.

Description: Developing Leadership — A New Level of Mentoring by David C. Miller from The Stepping Stone Newsletter, July 2003, Issue No. 12.

Description: Lists what is needed for a systematic approach to marketing and sales for a small consulting practice.

Description: This is the full version of The Stepping Stone, January 2004, Issue No. 13.

Description: Last year, the Management and Personal Development Section pledged to provide at least one article in each of the five topic categories, which are the focus of our section. From The Stepping Stone, April 2005, Issue No. 18.