The consulting bible : how to launch and grow a seven-figure consulting business / Alan Weiss.

Format:

Book

Author/Creator:

Weiss, Alan, 1946- author.

Language:

English

Subjects (All):

Business consultants.

Consultants--Marketing.

Physical Description:

1 online resource (294 pages)

Edition:

Second edition.

Place of Publication:

Hoboken, New Jersey : Wiley, [2021]

Summary:

"In the ten years since it was published, we've seen the following developments which dramatically impact consultants starting in the profession or veterans in the profession: * Remote means of delivering services, from workshops to facilitation, from strategy to M&A work. * A waning of the power and repute of huge firms because of their cost and ponderous work methods, and a reception of less expensive, quicker small firms and solo practitioners. The mammals are scurrying amidst the dying dinosaurs. * A globalization of economy (that will resume post-pandemic) making exported knowledge a key contributor to income (if it were considered formally as an export it would seriously shift the trade imbalance). * The emergence of an African middle class, the decline of ancient dictators, and the growth of a huge potential marketplace in most countries on that continent. * The growing abandonment of "career" and reliance on large companies and the inclination to forge one's own security and focus instead on a "calling." * Advanced technology that effectually replaces meetings and keynote speeches delivered in person with Zoom and livestream broadcasting of high quality. * Tele-health demonstrating that "tele-consulting" is feasible and acceptable. Even therapy is being done this way today. * A strong move from project work to advisory work which is as strong a shift as 30 years ago when I pioneered a shift from hourly billing to value-based fees. * A huge change in social mores that include social consciousness, racial justice, and embrace of varying life styles. These are especially important in future strategy. Thus, the second edition will provide specific approaches and techniques to master these elements, including new and original intellectual property such as: * How to use volatility and disruption as offensive weapons. * How to market remotely. * How to create global, not just domestic, brands. * How to avoid hidden biases. * How to create six-figure projects, six-figure retainers, and 7-figure incomes while reducing labor intensity. * Why age, gender, background, and even length of education aren't important factors in forging relationships. * The buyers of a new generation (based on my global consulting and coaching practice). * How to create a strong brand drawing people to you, reducing marketing costs and allowing for higher fees. * The latest implementation techniques, for example, "teambuilding" is an odd concept when most companies have committees. The book will have an electronic appendix, permitting ongoing updates and allowing immediate adjustments to the times."-- Provided by publisher.

Contents:

Intro

Table of Contents

Title Page

Copyright

Dedication

Introduction to the First Edition

Introduction to the Second Edition

Other Works by Alan Weiss

Section I: Genesis: Consulting as a Profession

Chapter 1: Origins and Evolution

The Role of a Consultant

The Ongoing Need

Various Forms

Examples of Success

The Future

Notes

Chapter 2: Creation

Legal

Financial

Administrative Support and Resources

Emotional Support and Resources

Two Available Structures

Chapter 3: Philosophy

Hydraulics: Raise Fees and Reduce Labor

Identifying True Buyers

Conceptual Agreement

Leveraging

Section II: Exodus: Consulting as a Business

Chapter 4: The Journey

Creating Gravity and Attraction

Reaching Out Effectively

Viral and Social Media Implementation

Creating an Accelerant Curve

Shameless Promotion

Technology Strategies

Chapter 5: Presence

Creating and Nurturing a Brand

Expanding Products and Services

Considering Alliances

Referral Business

Advisory Business (Retainers)

Global Work

Chapter 6: Celebrity

Thought Leadership

Authorship

Value‐Based Fees

Subcontracting, Franchising, Licensing

Reinvention

Creating Communities

Section III: Deuteronomy: Consulting Methodology

Chapter 7: The Perfect Proposal

Assuring Success

The Nine Components of a Great Proposal

How to Submit

How to Close and Launch

Chapter 8: Implementation

Occam's Razor

The Key Stakeholders and Influence Points

Avoiding Scope Seep

Midcourse Corrections

Note

Chapter 9: Disengaging

Demonstrating Success

Obtaining Referrals

Obtaining Repeat Business

Creating Testimonials and References

Long‐Term Leverage

Notes.

Section IV: Acts of the Apostles: Implementing Consulting Methodologies

Chapter 10: Interpersonal Methodologies

Coaching

Facilitating

Conflict Resolution

Negotiating

Skills Development

Chapter 11: Teams and Groups

Leadership

Succession Planning

Career Development

Teams Versus Committees

Communications and Feedback

Chapter 12: Organization Development

Strategy

Change Management

Cultural Change

Crisis Management

Innovation

Section V: Proverbs: Consulting Success

Chapter 13: Ethics of the Business

When Bad Things Happen to Good Consultants

Financial Follies

Protection and Plagiarism

When to Refuse Business or Fire Clients

Doing Well by Doing Right

Chapter 14: Exit Strategies

Building Equity

Licensing Intellectual Property

Achieving Life Balance

Finding Successors and Buyers

Transitioning

Chapter 15: Payback and Reinvestment

Mentoring Others

Advancing the State of the Art

Participation in the Evolution

Chapter 16: Consulting in Crisis Times

The Nature of Volatility

Disruption as a Weapon

Revelations

Physical Appendix

Sample Proposal

Subcontractor Agreements

Virtual Appendix

About the Author

Index

End User License Agreement.

Notes:

Includes index.

Description based on print version record.

ISBN:

9781119776888

1119776880

OCLC:

1252428143