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

by Weiss, Alan

• ISBN13: 9780470928080
• ISBN10: 0470928085
• Edition: 1st
• Format: Paperback
• Copyright: 2011-04-05
• Publisher: Wiley

Summary

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

Introduction	p. xiii
Genesis: Consulting as a Profession	p. 1
Origins and Evolution: From Whence We Came	p. 3
The Role of a Consultant	p. 3
The Ongoing Need	p. 6
Various Forms	p. 9
Examples of Success	p. 12
The Future	p. 15
Reestablishment of Corporate Loyalty	p. 15
HR Becomes the Incredible Shrinking Function	p. 16
Insourcing	p. 16
Volunteerism	p. 17
Right-on-Time Learning	p. 17
Creation: How to Establish and Improve Your Firm's Presence	p. 19
Legal	p. 19
Incorporation	p. 19
Protection	p. 21
Financial	p. 22
Insurance	p. 22
Retirement	p. 23
Normal Conditions	p. 23
Administrative Support and Resources	p. 24
Emotional Support and Resources	p. 27
Inordinate Fear of Risk	p. 27
Time Demands and Loss of Attention	p. 28
Dueling Careers	p. 28
Two Available Structures	p. 30
The True Solo Practitioner	p. 31
The Firm Principal	p. 32
Philosophy: What You Believe Will Inform How You Act	p. 37
Value Trumps Fee	p. 37
Reducing Labor Intensity	p. 40
Identifying True Buyers	p. 43
Conceptual Agreement	p. 46
Objectives	p. 46
Measures of Success	p. 47
Value	p. 48
Leveraging	p. 49
Principles of Leverage	p. 50
Exodus: Consulting as a Business	p. 53
The Journey: How to Market Your Value Rapidly and Profitably	p. 55
Creating Gravity and Attraction	p. 55
Reaching Out Effectively	p. 59
Viral and Social Media Implementation	p. 62
Creating an Accelerant Curve	p. 64
Shameless Promotion	p. 67
Technology Strategies	p. 70
Presence: How to Be an Authority and Expert	p. 75
Creating and Nurturing a Brand	p. 75
Expanding Products and Services	p. 78
Considering Alliances	p. 81
Referral Business	p. 84
Client Referrals	p. 84
Nonclient Referrals	p. 85
Indirect Referrals	p. 86
Retainer Business	p. 87
Global Work	p. 90
Celebrity: How to be the Authority and Expert	p. 95
Thought Leadership	p. 95
Authorship	p. 98
Value-Based Fees	p. 101
Subcontracting, Franchising, Licensing	p. 104
Subcontracting	p. 105
Franchising	p. 106
Licensing	p. 106
The Talent Prevails	p. 107
Reinvention	p. 107
Creating Communities	p. 110
Deuteronomy: Consulting Methodology	p. 115
The Perfect Proposal: How to Write a Proposal That's Accepted Every Time	p. 117
Assuring Success	p. 117
Find the Economic Buyer	p. 118
Establish a Trusting Relationship with the Economic Buyer	p. 118
Demonstrate That You Are a Peer of the Buyer, Not Lower-Level People	p. 119
Always Create a Definitive Net Time and Date	p. 119
Conceptual Agreement	p. 120
Objectives	p. 121
Measures of Success, or Metrics	p. 121
Value	p. 122
The Nine Components	p. 123
Situation Appraisal	p. 123
Objectives	p. 124
Measures of Success	p. 124
Value	p. 124
Methodology and Options	p. 125
Timing	p. 125
Joint Accountabilities	p. 125
Terms and Conditions	p. 126
Acceptance	p. 127
How to Submit	p. 127
Never Suggest Phases	p. 127
FedEx the Proposal	p. 128
Create a Time and Date Certain to Review	p. 128
Don't Add Bling	p. 129
Before Submitting, Ask One Key Question	p. 129
Be Prepared for Success	p. 129
How to Close and Launch	p. 130
The Buyer Wants to Meet	p. 130
The Buyer Says That Some More People Will Look at the Proposal	p. 130
The Buyer Loves Option 3 but Only Has Budget for Option 2	p. 131
The Buyer Attempts to Negotiate Price	p. 131
Implementation: Magic Formula: Rapid Results with Low Labor Intensity	p. 133
The Role of the Buyer and Champion	p. 133
The Buyer Must Exemplify the Desired Behavior	p. 134
The Buyer Must Enforce Subordinate Accountability	p. 134
Buyers Must Use Their Clout Where Needed	p. 135
The Buyer Is Your Partner and Must Act like One	p. 135
The Key Stakeholders and Influence Points	p. 136
Avoiding Scope Seep	p. 139
Midcourse Corrections	p. 141
Disengaging: It's Been Nice, but I Really Must Be Going	p. 145
Demonstrating Success	p. 145
Obtaining Referrals	p. 148
Obtaining Repeat Business	p. 151
Expansion	p. 152
Addition	p. 152
Transference	p. 153
Exploration	p. 153
Creating Testimonials and References	p. 154
Prepare the Buyer	p. 154
Always Provide Options	p. 154
Seek People Other Than Your Buyer	p. 155
Use Multimedia	p. 155
Provide Examples of What You Need	p. 155
Guarantee Nonabuse	p. 155
If Requested, Write It Yourself with Options	p. 156
With References, Stipulate What's Expected	p. 156
Long-Term Leverage	p. 156
Acts of the Apostles: Implementing Consulting Methodologies	p. 161
Interpersonal Methodologies: People First	p. 163
Coaching	p. 163
Facilitating	p. 166
Conflict Resolution	p. 169
Objectives	p. 169
Alternatives	p. 169
Conflict over Objectives	p. 170
Conflict over Alternatives	p. 171
Negotiating	p. 172
Musts	p. 172
Wants	p. 173
Skills Development	p. 175
Teams and Groups: No One Is an Island	p. 179
Leadership	p. 179
Succession Planning	p. 182
Career Development	p. 184
Teams versus Committees	p. 187
Communications and Feedback	p. 190
Organization Development: All the King's Horses, and All the King's Men…	p. 195
Strategy	p. 195
Change Management	p. 198
Cultural Change	p. 201
Crisis Management	p. 203
Innovation	p. 206
Proverbs: Consulting Success	p. 211
Ethics of the Business: What's Legal Isn't Always Ethical	p. 213
When Bad Things Happen to Good Consultants	p. 213
Case Studies	p. 213
Financial Follies	p. 216
Protection and Plagiarism	p. 219
When to Refuse Business or Fire Clients	p. 221
Doing Well by Doing Right	p. 224
Exit Strategies: Nothing Is Forever	p. 229
Building Equity	p. 229
Licensing Intellectual Property	p. 232
Achieving Life Balance	p. 234
Finding Successors and Buyers	p. 237
Transitioning	p. 240
Payback and Reinvestment: We Build Our Houses and Then They Build Us	p. 245
Mentoring Others	p. 245
Advancing the State of the Art	p. 248
Participation in the Evolution	p. 252
The Future	p. 254
Physical Appendix	p. 259
Virtual Appendix	p. 265
About the Author	p. 267
Index	p. 269
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