Million dollar consulting : the professional's guide to growing a practice / Alan Weiss.

Format:

Book

Author/Creator:

Weiss, Alan, 1946- author.

Language:

English

Subjects (All):

Consultants--Marketing.

Consultants.

Physical Description:

1 online resource (250 pages)

Edition:

Sixth edition.

Place of Publication:

New York, New York : McGraw Hill, [2022]

Summary:

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

Contents:

Cover

Title Page

Copyright Page

Dedication

Contents

Part 1. Philosophy

Chapter 1. The Twenty-First Century Expert

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

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

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

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

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

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

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

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

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

Chapter 10. Options for Growth

Boutique Is Such a Strange Word

Feeding Chicks

Valuation: Can You Sell What You've Created?

The Power of Solo

Chapter 11. Leverage: More Output for Less Input

Leverage: Using Something to Maximum Advantage

Alliances

Subcontracting

Outsourcing

Chapter 12. Crisis Consulting

Thriving in Ambiguity

Offering Help

Remote Marketing

Remote Delivery

Chapter 13. Legacy

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

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.

Notes:

Description based on print version record.

Includes bibliographical references and index.

ISBN:

9781264264926

1264264925

OCLC:

1285169357