Million Dollar Consulting

by Weiss, Alan

• ISBN13: 9780071622103
• ISBN10: 0071622101
• Edition: 4th
• Format: Paperback
• Copyright: 2009-08-17
• Publisher: McGraw-Hill Education

Summary

The Long-Awaited Update for Buildinga Thriving ConsultancyCompletely updated for today's busier-than-ever consultants, this classic guide covers the ins andouts for competing and winning in this ultracompetitive field. You'll find step-by-step advice on howto raise capital, attract clients, create a marketing plan, and grow your business into a $1 million-per-yearfirm, plus brand-new material on: Blogging and social networking Global consulting Delegating labor Profiting in a troubled market Retainer business Internet marketingPraise for the previous editions ofMillion Dollar Consulting:"If you're interested in becoming a rich consultant, this book is a must read." Robert F. Mager, founder and president, Mager Associates, and member of the Training & Development Hall of Fame"Blast out of the per diem trap and into value billing." Jim Kennedy, founder, publisher, and editor,Consultants News"The advice on developing price structure alone is worth a hundred times the price of the book." William C. Byham, Ph.D., author ofZapp!"Must reading for those who are beginning a practice orseeking to upgrade an existing practice." Victor H. Vroom, John G. Searle Professor, School of Management, Yale University

Author Biography

Alan Weiss is a consultant and speaker.who delivers more than 30 keynotes every year at major.conferences for independent consultants..

Table of Contents

Preface	p. vii
Acknowledgments	p. ix
Preparing to Be a Million Dollar Consultant	p. 1
What Is a Consultant?	p. 3
Propulsion and Volition: Rudderless Ships Are Only Good at Drifting	p. 25
Breakaway Speed: Achieving Escape Velocity	p. 47
Breaking Paradigms: Why the Ski Instructor Should Always Be in Front of You	p. 67
Racing through the Turns: Don't Skid, but Don't Stop	p. 83
Tactics: Implementing Million Dollar Consulting	p. 105
If You Don't Blow Your Own Horn, There Is No Music: Squidlike Marketing	p. 107
Expanding Resources: Growth for Profit's, Not Growth's Sake	p. 136
Making Money When They Have "None": How to Make Money Where Most People Can't	p. 159
Stop Thinking That Time Is Money: If You're Charging a Per Diem, You're Still Just Practicing	p. 175
Mid-Book Interlude For Boomers, Second Careers, Retirees, and Mature Newcomers: How to Turbocharge Your Start	p. 199
Bulletproof Proposals: Don't Trip as You've About to Cross the Finish Line	p. 207
Omnipresence: Absence Doesn't Make the Heart Grow Fonder; It Makes People Forget	p. 220
How to Make Big Money in Bad Times: Knowing When to Hold 'Em and When to Fold 'Em	p. 243
Technology Is a Tool, Not a Fool: How to Use Technology and Still Have a Life	p. 262
The Self-Actualization of the Million Dollar Consultant	p. 283
The Million Dollar Partners: Borrow $1,000 and They Own You, but Borrow $1 Million and	p. 285
Graceful Growth: Growth Doesn't Always Equal Expansion	p. 308
The Market Gravity Relationships: When Prospects Call You Seeking to Become Clients and Clients Never Want You to Leave	p. 331
Accelerating Repeat and Referral Business: Thinking of the Fourth Sale First	p. 353
Beyond Success: Money Is Only a Means to an End	p. 365
Index	p. 385
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