The Consulting Bible Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice

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  • Edition: 1st
  • Format: Paperback
  • Copyright: 4/5/2011
  • Publisher: Wiley
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Everything you need to know about building a successful, world-class consulting practiceWhether you are a veteran consultant or new to the industry, an entrepreneur or the principal of a small firm, The Consulting Bible tells you absolutely everything you need to know to create and expand a seven-figure independent or boutique consulting practice. Expert author Alan Weiss, who coaches consultants globally and has written more books on solo consulting than anyone in history, shares his expertise comprehensively. Learn and appreciate the origins and evolution of the consulting profession Launch your practice or firm and propel it to top performance Implement your consulting strategies in public and private organizations, large or small, global or domestic Select from the widest variety of consulting methodologies Achieve lasting success in your professional career and personal goals The author is recognized as "one of the most highly regarded independent consultants in America" by the New York Post and "a worldwide expert in executive education" by Success MagazineWhether you're just starting out or looking for the latest trends in modern practice, The Consulting Bible gives you an unparalleled toolset to build a thriving consultancy.

Author Biography

Alan Weiss, PhD, is recognized as one of the most highly regarded independent consultants in America by the New York Post and a worldwide expert in executive education by Success magazine. His firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, and over 500 other leading organizations. He is also the bestselling author of Million Dollar Consulting and forty other books.

Table of Contents

Introductionp. xiii
Genesis: Consulting as a Professionp. 1
Origins and Evolution: From Whence We Camep. 3
The Role of a Consultantp. 3
The Ongoing Needp. 6
Various Formsp. 9
Examples of Successp. 12
The Futurep. 15
Reestablishment of Corporate Loyaltyp. 15
HR Becomes the Incredible Shrinking Functionp. 16
Insourcingp. 16
Volunteerismp. 17
Right-on-Time Learningp. 17
Creation: How to Establish and Improve Your Firm's Presencep. 19
Legalp. 19
Incorporationp. 19
Protectionp. 21
Financialp. 22
Insurancep. 22
Retirementp. 23
Normal Conditionsp. 23
Administrative Support and Resourcesp. 24
Emotional Support and Resourcesp. 27
Inordinate Fear of Riskp. 27
Time Demands and Loss of Attentionp. 28
Dueling Careersp. 28
Two Available Structuresp. 30
The True Solo Practitionerp. 31
The Firm Principalp. 32
Philosophy: What You Believe Will Inform How You Actp. 37
Value Trumps Feep. 37
Reducing Labor Intensityp. 40
Identifying True Buyersp. 43
Conceptual Agreementp. 46
Objectivesp. 46
Measures of Successp. 47
Valuep. 48
Leveragingp. 49
Principles of Leveragep. 50
Exodus: Consulting as a Businessp. 53
The Journey: How to Market Your Value Rapidly and Profitablyp. 55
Creating Gravity and Attractionp. 55
Reaching Out Effectivelyp. 59
Viral and Social Media Implementationp. 62
Creating an Accelerant Curvep. 64
Shameless Promotionp. 67
Technology Strategiesp. 70
Presence: How to Be an Authority and Expertp. 75
Creating and Nurturing a Brandp. 75
Expanding Products and Servicesp. 78
Considering Alliancesp. 81
Referral Businessp. 84
Client Referralsp. 84
Nonclient Referralsp. 85
Indirect Referralsp. 86
Retainer Businessp. 87
Global Workp. 90
Celebrity: How to be the Authority and Expertp. 95
Thought Leadershipp. 95
Authorshipp. 98
Value-Based Feesp. 101
Subcontracting, Franchising, Licensingp. 104
Subcontractingp. 105
Franchisingp. 106
Licensingp. 106
The Talent Prevailsp. 107
Reinventionp. 107
Creating Communitiesp. 110
Deuteronomy: Consulting Methodologyp. 115
The Perfect Proposal: How to Write a Proposal That's Accepted Every Timep. 117
Assuring Successp. 117
Find the Economic Buyerp. 118
Establish a Trusting Relationship with the Economic Buyerp. 118
Demonstrate That You Are a Peer of the Buyer, Not Lower-Level Peoplep. 119
Always Create a Definitive Net Time and Datep. 119
Conceptual Agreementp. 120
Objectivesp. 121
Measures of Success, or Metricsp. 121
Valuep. 122
The Nine Componentsp. 123
Situation Appraisalp. 123
Objectivesp. 124
Measures of Successp. 124
Valuep. 124
Methodology and Optionsp. 125
Timingp. 125
Joint Accountabilitiesp. 125
Terms and Conditionsp. 126
Acceptancep. 127
How to Submitp. 127
Never Suggest Phasesp. 127
FedEx the Proposalp. 128
Create a Time and Date Certain to Reviewp. 128
Don't Add Blingp. 129
Before Submitting, Ask One Key Questionp. 129
Be Prepared for Successp. 129
How to Close and Launchp. 130
The Buyer Wants to Meetp. 130
The Buyer Says That Some More People Will Look at the Proposalp. 130
The Buyer Loves Option 3 but Only Has Budget for Option 2p. 131
The Buyer Attempts to Negotiate Pricep. 131
Implementation: Magic Formula: Rapid Results with Low Labor Intensityp. 133
The Role of the Buyer and Championp. 133
The Buyer Must Exemplify the Desired Behaviorp. 134
The Buyer Must Enforce Subordinate Accountabilityp. 134
Buyers Must Use Their Clout Where Neededp. 135
The Buyer Is Your Partner and Must Act like Onep. 135
The Key Stakeholders and Influence Pointsp. 136
Avoiding Scope Seepp. 139
Midcourse Correctionsp. 141
Disengaging: It's Been Nice, but I Really Must Be Goingp. 145
Demonstrating Successp. 145
Obtaining Referralsp. 148
Obtaining Repeat Businessp. 151
Expansionp. 152
Additionp. 152
Transferencep. 153
Explorationp. 153
Creating Testimonials and Referencesp. 154
Prepare the Buyerp. 154
Always Provide Optionsp. 154
Seek People Other Than Your Buyerp. 155
Use Multimediap. 155
Provide Examples of What You Needp. 155
Guarantee Nonabusep. 155
If Requested, Write It Yourself with Optionsp. 156
With References, Stipulate What's Expectedp. 156
Long-Term Leveragep. 156
Acts of the Apostles: Implementing Consulting Methodologiesp. 161
Interpersonal Methodologies: People Firstp. 163
Coachingp. 163
Facilitatingp. 166
Conflict Resolutionp. 169
Objectivesp. 169
Alternativesp. 169
Conflict over Objectivesp. 170
Conflict over Alternativesp. 171
Negotiatingp. 172
Mustsp. 172
Wantsp. 173
Skills Developmentp. 175
Teams and Groups: No One Is an Islandp. 179
Leadershipp. 179
Succession Planningp. 182
Career Developmentp. 184
Teams versus Committeesp. 187
Communications and Feedbackp. 190
Organization Development: All the King's Horses, and All the King's Men…p. 195
Strategyp. 195
Change Managementp. 198
Cultural Changep. 201
Crisis Managementp. 203
Innovationp. 206
Proverbs: Consulting Successp. 211
Ethics of the Business: What's Legal Isn't Always Ethicalp. 213
When Bad Things Happen to Good Consultantsp. 213
Case Studiesp. 213
Financial Folliesp. 216
Protection and Plagiarismp. 219
When to Refuse Business or Fire Clientsp. 221
Doing Well by Doing Rightp. 224
Exit Strategies: Nothing Is Foreverp. 229
Building Equityp. 229
Licensing Intellectual Propertyp. 232
Achieving Life Balancep. 234
Finding Successors and Buyersp. 237
Transitioningp. 240
Payback and Reinvestment: We Build Our Houses and Then They Build Usp. 245
Mentoring Othersp. 245
Advancing the State of the Artp. 248
Participation in the Evolutionp. 252
The Futurep. 254
Physical Appendixp. 259
Virtual Appendixp. 265
About the Authorp. 267
Indexp. 269
Table of Contents provided by Ingram. All Rights Reserved.

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