Million Dollar Consulting : The Professional's Guide to Growing a Practice

by Weiss, Alan

• ISBN13: 9780071387033
• ISBN10: 007138703X
• Edition: 3rd
• Format: Paperback
• Copyright: 2002-08-05
• Publisher: McGraw-Hill

Summary

The acclaimed Million Dollar Consulting gives consultants the tools and advice they need to grow a firm that rakes in at least $1 million per year. Alan Weiss, "the consultant's consultant," shows step-by-step how to raise capital, reel in new clients, set fees, accelerate growth, and more. This updated and expanded edition will appeal to both Weiss's many current fans and a whole new generation of readers looking for the best advice available for anyone who wants to build a million-dollar consulting/speaking career.

Author Biography

Alan Weiss is the founder and president of Summit Consulting Group, Inc., a firm specializing in management and organizational development. Summit clients include more than 80 organizations in four countries.

Table of Contents

Preface
Acknowledgments
Strategy: Establishing Your View of the Profession	p. 1
The State of the Art: Most Art Is in the Eye of the Beholder	p. 3
The Right State of Mind: Rudderless Ships Are Only Good at Drifting	p. 25
Prerequisites for Growth: Expanding the Envelope	p. 45
Breaking Paradigms: The Worst Piece of Advice I've Ever Received	p. 63
Accelerating in the Turns: Don't Skid But Don't Stop	p. 81
Tactics: Implementing Your Vision of Your Firm	p. 101
Creating Opportunities: If You Don't Blow Your Own Horn, There Is No Music	p. 103
Acquiring People: Practicing What You Preach Could Save Your Life	p. 129
Working Outside the Corporate World: How to Make Money Where Most People Can't	p. 151
Establishing Fees: If You're Charging a Per Diem, You're Still Just Practicing	p. 163
How to Write a Proposal That Closes Business: Don't Trip As You're About to Cross the Finish Line	p. 183
Investing in Success: Absence Doesn't Make the Heart Grow Fonder - It Weakens the Memory	p. 195
Turning Change into Opportunity: Bad Times Can Be Good Times If You Play Your Cards Right	p. 217
The Technological Consultant: How to Use Technology and Live to Tell About It	p. 235
Success: Achieving Self-Realization	p. 253
Managing Capital: Borrow $1,000 and They Own You, but Borrow $1 Million and ...	p. 255
Accelerating Growth: Growth Does Not Always Equal Expansion	p. 275
The Ultimate Relationships: When Clients Call You	p. 297
Accelerating Renewal and Repeat Business: Thinking of the Fourth Sale First	p. 317
Beyond Success: Money Is Only a Means to an End	p. 325
Annotated Resources	p. 341
Associations	p. 341
Books	p. 343
Periodicals and Reference Works	p. 347
Publishing and Speaking Resources	p. 350
Table of Contents provided by Blackwell. All Rights Reserved.