Million dollar consulting : the professional's guide to growing a practice
Alan Weiss (Author)
Build a thriving consultancy with the updated edition of this classic bestseller Having inspired generations of consultants and entrepreneurs around the world, the "Rock Star of Consulting" Alan Weiss returns with a revised and completely updated edition of his authoritative guide to consulting success. Weiss provides his time-tested model on creating a flourishing consulting business, while incorporating and focusing on the many dynamic changes in solo and boutique consulting, coaching, and entrepreneurship. In addition to guidance on raising capital, attracting clients, and creating a marketing plan, he also gives brand new step-by-step advice on: * Harnessing today's global opportunities * Developing brands across markets * Creating and licensing intellectual property * Avoiding the pitfalls of social media * Landing unsolicited referrals through counterintuitive methods * Managing and organizing your time wisely * Succeeding in the face of continuing turbulence Find out why this book has been the classic go-to for consultants for nearly twenty-five years, and learn how to grow your business into a $1 million-per-year firm today!. --Provided by publisher
1 online resource
9781259588624, 1259588629
948593913
ACKNOWLEDGMENTS ixINTRODUCTION xiCHAPTER 1What Is a Consultant, Anyway? Is It Someone Who Comes to Study a Problem and Remains to Become a Part of It? 1CHAPTER 2Build It and They Will Come: But Only if You Let Them Know That You’ve Built It! 15INTERLUDE I - The Yin and Yang of Clients and Prospects 31CHAPTER 3The Relationship Business: Learning How to Sell Yourself 41CHAPTER 4How to Maximize Fees: Money Left on the Table Isn’t There in the Morning 57CHAPTER 5Proposals: Never Negotiation, Always Summation 71INTERLUDE II - The Concept of Value 83CHAPTER 6The Estimable Consultant: How to Build Your Practice by Building Your Esteem 93CHAPTER 7The Cyberspace Consultant: Houston, Let’s Not Have a Problem 109CHAPTER 8Delivering the Goods: Taking the Express Lane 127CHAPTER 9Thought Leadership: It’s Fine to Stand Out in a Crowd So Long as You Look Good Standing There 143CHAPTER 10The Ethical Consultant: How to Do Well by Doing Right 159CHAPTER 11The Global Community: The World Is Next Door 171CHAPTER 12Designing Your Own Future: Taking Control of Your Fate 177CHAPTER 13Creating a Company: But What Kind? 183CHAPTER 14Leverage: More Output for Less Input 199CHAPTER 15Creating and Sustaining Your Endeavor: Cathedrals Last for Hundreds of Years 211APPENDIX 227INDEX 269