The Consulting Bible Everything You Need to Know to Create and Expand a Seven Figure Consulting Practice 1st Edition by Alan Weiss ISBN 978-0470928080 0470928080
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ISBN 10: 0470928080
ISBN 13: 978-0470928080
Author: Alan Weiss
Everything you need to know about building a successful, world-class consulting practice
Whether you are a veteran consultant or new to the industry, an entrepreneur or the principal of a small firm, The Consulting Bible tells you absolutely everything you need to know to create and expand a seven-figure independent or boutique consulting practice. Expert author Alan Weiss, who coaches consultants globally and has written more books on solo consulting than anyone in history, shares his expertise comprehensively.
Learn and appreciate the origins and evolution of the consulting profession
Launch your practice or firm and propel it to top performance
Implement your consulting strategies in public and private organizations, large or small, global or domestic
Select from the widest variety of consulting methodologies
Achieve lasting success in your professional career and personal goals
The author is recognized as “one of the most highly regarded independent consultants in America” by the New York Post and “a worldwide expert in executive education” by Success Magazine
Whether you’re just starting out or looking for the latest trends in modern practice, The Consulting Bible gives you an unparalleled toolset to build a thriving consultancy.
Table of contents:
Section I
Genesis: Consulting as a Profession
Chapter 1
Origins and Evolution: From Whence We Came
The Role of a Consultant
The Ongoing Need
Various Forms
Examples of Success
The Future
Trend 1: Reestablishment of Corporate Loyalty
Trend 2: HR Becomes the Incredible Shrinking Function
Trend 3: Insourcing
Trend 4: Volunteerism
Trend 5: Right-on-Time Learning
Chapter 2
Creation: How to Establish and Improve Your Firm’s Presence
Legal
Incorporation
Protection
Financial
Insurance
Retirement
Normal Conditions
Administrative Support and Resources
Emotional Support and Resources
Inordinate Fear of Risk
Chapter 3
Philosophy: What You Believe Will Inform How You Act
Value Trumps Fee
Reducing Labor Intensity
Identifying True Buyers
Conceptual Agreement
Objectives
Measures of Success
Value
Leveraging
Principles of Leverage
Section II
Exodus: Consulting as a Business
Chapter 4
The Journey: How to Market Your Value Rapidly and Profitably
Creating Gravity and Attraction
Reaching Out Effectively
Viral and Social Media Implementation
Creating an Accelerant Curve
Shameless Promotion
Technology Strategies
Chapter 5
Presence: How to Be an Authority and Expert
Creating and Nurturing a Brand
Expanding Products and Services
Considering Alliances
Referral Business
Client Referrals
Chapter 6
Celebrity: How to be the Authority and Expert
Thought Leadership
Authorship
Value-Based Fees
Subcontracting, Franchising, Licensing
Subcontracting
Franchising
Licensing
The Talent Prevails
Reinvention
Creating Communities
Section III
Deuteronomy: Consulting Methodology
Chapter 7
The Perfect Proposal: How to Write a Proposal That’s Accepted Every Time
Assuring Success
Find the Economic Buyer
Establish a Trusting Relationship with the Economic Buyer
Demonstrate That You Are a Peer of the Buyer, Not Lower-Level People
Always Create a Definitive Net Time and Date
Conceptual Agreement
Objectives
Measures of Success, or Metrics
Value
The Nine Components
1. Situation Appraisal
2. Objectives
3. Measures of Success
4. Value
5. Methodology and Options
6. Timing
7. Joint Accountabilities
8. Terms and Conditions
9. Acceptance
How to Submit
Never Suggest Phases
FedEx the Proposal
Create a Time and Date Certain to Review
Don’t Add Bling
Before Submitting, Ask One Key Question
Be Prepared for Success
How to Close and Launch
The Buyer Wants to Meet
The Buyer Says That Some More People Will Look at the Proposal
The Buyer Loves Option 3 but Only Has Budget for Option 2
The Buyer Attempts to Negotiate Price
Chapter 8
Implementation: Magic Formula: Rapid Results with Low Labor Intensity
The Role of the Buyer and Champion
The Buyer Must Exemplify the Desired Behavior
The Buyer Must Enforce Subordinate Accountability
Buyers Must Use Their Clout Where Needed
The Buyer Is Your Partner and Must Act like One
The Key Stakeholders and Influence Points
Avoiding Scope Seep
Midcourse Corrections
Chapter 9
Disengaging: It’s Been Nice, but I Really Must Be Going
Demonstrating Success
Obtaining Referrals
Obtaining Repeat Business
Expansion
Addition
Transference
Exploration
Creating Testimonials and References
Prepare the Buyer
Always Provide Options
Seek People Other Than Your Buyer
Use Multimedia
Provide Examples of What You Need
Guarantee Nonabuse
If Requested, Write It Yourself with Options With References, Stipulate What’s Expected
Long-Term Leverage
Section IV Acts of the Apostles: Implementing Consulting Methodologies
Chapter 10
Interpersonal Methodologies: People First
Coaching
Facilitating
Conflict Resolution
Objectives
Alternatives
Conflict over Objectives
Conflict over Alternatives
Negotiating
Musts
Wants
Skills Development
Chapter 11
Teams and Groups: No One Is an Island
Leadership
Succession Planning
Career Development
Teams versus Committees
Communications and Feedback
Chapter 12
Organization Development: All the King’s Horses, and All the King’s Men …
Strategy
Change Management
Cultural Change
Crisis Management
Innovation
Section V
Proverbs: Consulting Success
Chapter 13
Ethics of the Business: What’s Legal Isn’t Always Ethical
When Bad Things Happen to Good Consultants
Case Studies
Financial Follies
Protection and Plagiarism
When to Refuse Business or Fire Clients
Doing Well by Doing Right
Chapter 14
Exit Strategies: Nothing Is Forever
Building Equity
Licensing Intellectual Property
Achieving Life Balance
Finding Successors and Buyers
Transitioning
Chapter 15
Payback and Reinvestment: We Build Our Houses and Then They Build Us
Mentoring Others
Advancing the State of the Art
Participation in the Evolution
The Future
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Tags: Alan Weiss, The Consulting, Everything You, Need to Know