Overview

Build a thriving 21st-century consultancy with an all-new edition of the classic bestseller In a world of rapidly evolving technologies and business paradigms, your consulting business needs to radically adapt its techniques and models. Taking full measure of these changes, Alan Weiss, the “Rock Star of Consulting,” will guide you through the process with a revised and completely updated sixth edition of his authoritative guide to consulting success. Weiss updates his time-tested model for creating a flourishing consulting business, while showing you the many dynamic changes in solo and boutique consulting, coaching, and entrepreneurship. In addition, he offers you invaluable guidance on raising capital, attracting clients, and creating an airtight marketing strategy. This new edition is packed with step-by-step advice on how to: Use volatility and disruption as offensive weapons Maximize fees by adopting a “value mindset” Build a successful model for marketing remotely Master cutting-edge technology to reach the broadest audience Form powerful alliances to increase reach and impact Think branding—and think global Generate six-figure projects, six-figure retainers, and seven-figure incomes Million Dollar Consulting has been the go-to classic for consultants for nearly 25 years. With cutting-edge new content, Alan Weiss will show you how to grow your business into a seven-figure firm today.

Full Product Details

Author:   Alan Weiss
Publisher:   McGraw-Hill Education
Imprint:   McGraw-Hill Education
Edition:   6th edition
Weight:   0.538kg
ISBN:  

9781264264919

ISBN 10:   1264264917
Pages:   320
Publication Date:   17 January 2022
Audience:   General/trade ,  General
Format:   Hardback
Publisher's Status:   Active
Availability:   In stock  
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Table of Contents

PART I PHILOSOPHY CHAPTER 1 The Twenty-First Century Expert  Consulting is now about expertise and the varying ways to provide it to clients. And that expertise has to be around processes and not content. • Expertise Is a State of Being  • Providing Direction Depends on the Destination  • The Process/Content Chasm  • The Thought Leader Continuum  CHAPTER 2 Build It and Tell Them You’ve Built It, and THEN They Will Come  This is the marketing business, and expertise without clients makes the tree falling with no one to hear it louder by comparison. • Selling Is Dead  • What Brands Are Really About  • When They Do Come, What Then?  • Unified Field Theory of Marketing  CHAPTER 3 The Power of the Assertive Expert  Humility is misunderstood. No one yells for a “humble heart surgeon.” Good enough isn’t enough. • Providing Free Value Continually  • Why Being Plagiarized Pays  • Copyright  • Making Predictions  • Peter Drucker Wasn’t Amiable  INTERLUDE I The Yin and Yang of Clients and Prospects  PART 2 VALUE CHAPTER 4 Maximizing Fees  Equitable compensation means just that. You should be paid based on your value, not your time, not your presence. The value mindset trumps the money mindset. • Why Base Fees on Value  • Fee Formulas  • Collaborative, Referral, and Subcontractor Formulas  • Seventy Ways to Increase Fees  CHAPTER 5 How to Write a Proposal That’s Accepted Every Time  A proposal is neither a negotiation nor an exploration. It is a summation of conceptual agreement. The sale is made prior to the proposal. • The Role of Conceptual Agreement  • The Nine Components of a Proposal  • Total Days to Cash (TDTC)  INTERLUDE II The Concept of Value  PART 3 EXECUTION CHAPTER 6 The Attack of the Esteem Monsters  Success is undermined by low esteem, which is caused by fear. And the fear is entirely removable if we have the courage of our talent. • No One Is Shooting at You  • Esteem and Efficacy  • The Power of Questions over Answers  • Maybe There Was Something Under the Bed  CHAPTER 7 The Reality of Technology  You don’t need a drill. You need a hole. No one gets wealthy by having four backups. • The Utter Fallacy of Social Media  • The Retail Market  • How to Hire IT Help Without Becoming Helpless  • Standing in the Public Square  CHAPTER 8 The Trusted Advisor  How to provide maximum value with minimum labor and build the life of your dreams. • Coaching Isn’t Consulting, and Advising Isn’t Coaching  • The Art of the Retainer  • How to Position the Advisor Role: An Example Letter of Agreement  • The Concierge Consultant  INTERLUDE III What’s Your Worth?  PART 4 MEANING CHAPTER 9 The Ethics of the Expert  What you shouldn’t do even if you can, and what you should do even if you think you can’t. The law is not about morality. • Time-Based Fees Are All Unethical  • When to Hold ’em and When to Fold ’em  • Just Because It’s Legal Doesn’t Mean It’s Right  • The Power of Pro Bono  C H A P T E R 10 Options for Growth  Building a company, forming alliances, strategies for increasing impact, if you want them. • Boutique Is Such a Strange Word  • Feeding Chicks  • Valuation: Can You Sell What You’ve Created?  • The Power of Solo  C H A P T E R 11 Leverage: More Output for Less Input  You can build a solo practice with arm’s-length relationships if you’re careful about your arm. • Leverage: Using Something to Maximum Advantage  • Alliances  • Subcontracting  • Outsourcing  C H A P T E R 12 Crisis Consulting  Pandemics, natural disasters, local wars, economic roller coasters: your talent and value are needed. Walt Disney started operations during the Great Depression. • Thriving in Ambiguity  • Offering Help  • Remote Marketing  • Remote Delivery  C H A P T E R 13 Legacy 213 Your legacy is daily, and it’s the creation of meaning, not a search for meaning. Are you writing a new page, or is it blank, or the same one over and over? Or is someone else writing it? • Who’s Pushing Your Buttons?  • Creating Evergreen Intellectual Property  • Who Do You Want to Be?  EPILOGUE The Best Practices for Creating and Sustaining Your Endeavor  Cathedrals last for hundreds of years. • Logistical, Financial, Legal, Unusual  • Advisory Board  • Destinies and Eventualities  • Threats and Responses  APPENDIX A Tips from the Million Dollar Consulting Community  APPENDIX B 101 Questions for Any Sales Situation You’ll Ever Face  Index 

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