To help consultants crack the code, pre-conference workshop presenters Henry DeVries and Mark LeBlanc will take the mystery out of business development with pragmatic advice in three areas: money, focus, and marketing.

“Follow the nine best practices in this trio of areas, and you will succeed,” advises LeBlanc.

Here is a quick overview of the book, Build Your Consulting Practice: How Successful Independent Consultants Grow their Business and Deliver Value to Clients, that every attendee at the pre-conference will receive:

  1. Track Your Numbers Properly. “There are many tips in this book; this is the only demandment,” says LeBlanc.
  2. Know Your Numbers. What gets measured gets managed. If you are unwilling to consider going on QuickBooks and reshaping your profit-and-loss statement, you should probably quit reading now.
  3. Create a Profile of Your Ideal Week. Good news, everybody. You don’t control much in life, but you do get to control your time. Isn’t that why you became an independent professional, solo consultant, or small business owner in the first place?
  4. Maintain Your Daily Focus. Mighty castles are built one brick at a time. All we ask is nine minutes a day to make a call, send an email, and mail a card. One a day, one a day, one a day.
  5. Develop Your Will-Do List. Scrap those traditional “to-do” lists. Instead, what three accomplishments will you complete in thirty days, ninety days, in one year, in five years, and in ten years? These are the stars you guide your ship by.
  6. Execute a Mix of New Contact Strategies. There are no bad marketing strategies. Everyone is unique, and everyone needs a mix that works for him or her. “One size fits all” is one of the world’s three great lies (the other two are “This won’t hurt as much as you think,” and “I’m from the government, and I am here to help.”)
  7. Leverage Your Database. Next to cash, this is the biggest asset your business has. The time has come to whip your lazy database into shape.
  8. Navigate Your Internet Game Plan. It is a brave new digital world. Beware: does your web presence make you look old and outdated?
  9. Listen Carefully, Respond Appropriately. At last, you are having a meaningful conversation with a prospect. Most independent professionals and solo consultants can increase their closing rates by 50 to 100 percent based on how they ask and answer questions.

“The more prospects you inform how to solve their problems in general, the more will hire you for the specifics,” says DeVries. “In the words of the late motivational speaker Zig Ziglar: ‘You can get whatever you want in life if you just help enough people get what they want.’”