The Global Consultant: How to Make Seven Figures Across Borders

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My million-dollar global consulting practice is a direct result of my work with Alan. Through his mentorship over the last three years, I have built a truly global practice which has taken me to the U.K., Europe, Asia, and across the U.S.  By working with best-fit clients around the world, I am able to bring a unique perspective and deliver more value than a local consultant ever could.  If you are ...
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Overview

My million-dollar global consulting practice is a direct result of my work with Alan. Through his mentorship over the last three years, I have built a truly global practice which has taken me to the U.K., Europe, Asia, and across the U.S.  By working with best-fit clients around the world, I am able to bring a unique perspective and deliver more value than a local consultant ever could.  If you are ready to play a bigger game, Alan Weiss is the person to take you there.

Nancy MacKay, Ph.D.
President, MacKay & Associates

No one knows more about global consulting than Omar Khan. Right Selection produces top-level global learning events throughout the GCC and people who have engaged with Omar have been almost taken aback by the expertise, the insights, and the applicable lessons imparted. Not only that, but a number of other consultants and speakers we know who are successful on the global stage and have become thought leaders in their own fields, were both coached and inspired by Omar. His company Sensei is almost a synonym for global consulting at its very best.

Ram Ganglani, Chairman
Gautam Ganglani, Managing Director
Right Selection Group, Dubai, UAE

When I first read Alan’s seminal book Million Dollar Consulting, I knew that it would change my company’s future. I expect The Global Consultant will have a similar impact. Consultants whom I told about our “new way” looked at me as if I were dumb. However, working with Alan and implementing his model accompanied by a continuous improvement process led to an initial growth of 200% in revenues. Since then, we constantly record double-digit growth in revenues and profit, always above industry average. The way we work has changed dramatically, and we have better relationships with our clients today. And we have just started.

Dr. Guido Quelle
Managing Partner, Mandat Managementberatung GmbH

While we frequently talk about the importance of leaders and consultants who have a truly “Global Mindset,” finding such is a relatively rare occurrence. Omar Khan is one of those rare exceptions: globally well informed, well traveled, insightful, articulate, and has a great sense of humor. In both substance and style, I have seen first hand his impact on the thinking and behavior of global leaders, consultants and others. As an author, speaker, coach and consultant, Omar is a mind and voice truly worth interacting with.

William H. Mobley, Ph.D.
Professor of Management, China Europe International Business School (CEIBS)

Alan Weiss and Omar Khan tell you not just how to profitably market and deliver global consulting services, but how to have fun doing it. I’ve found that good consulting processes and expertise are highly valued around the world, and getting more so. My clients are increasingly focused on international business. Many are looking to cultivate a more global brand and corporate culture, and their top leaders and experts are spread around the world. The Global Consultant helps us to help these companies be successful in the new, competitive world.

Amanda Setili
Managing Partner, Setili & Associates, LLC

Leading a team for a major category within Unilever, encompassing Asia, Africa and the Middle East, I have been excited and impressed to see how effectively Omar and his company Sensei can add value across cultures and global boundaries. Omar deals with unrivalled talent and care with the cultural and social sensitivities of teams and individuals; adapting his style, tools and approach to fit your needs superbly. If you want to understand how to convert expertise into client value in multiple markets and across cultural diversity, how to partner effectively and coach top leaders who are committed to getting even better, Omar is the person to consult.

Laurent Kleitman
Senior Vice President, Home Care Categories, Asia, Africa, Middle East, Turkey, Unilever

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Product Details

  • ISBN-13: 9780470823866
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 12/3/2008
  • Edition number: 1
  • Pages: 240
  • Product dimensions: 5.90 (w) x 9.10 (h) x 1.10 (d)

Meet the Author

Alan Weiss, Ph.D., has published 27 books which appear in eight languages. He has consulted with Merck, Hewlett-Packard, State Street Bank, the Federal Reserve, the British Standards Institute, Singapore’s The Straits Times, and over 400 other major organizations, having visited 57 countries. He is the only non-journalist, and one of only seven people in 60 years, to have received the Lifetime Achievement Award of the American Press Institute. He is a member of the Speakers’ Hall of Fame® and keynotes major conferences all over the world.

Omar Khan attended  University College Oxford and then went to Stanford Law School. He was one of the early pioneers of Neuro-Linguistic Programming and Transformational Learning. He has lived in the United States, Egypt, Germany, the United Kingdom, Kuwait, Saudi Arabia, Japan, Dubai, Sri Lanka, Pakistan and Singapore. Key clients have included 3M, American Express, Unilever, Johnson & Johnson, Nestlé, HSBC, Singapore Airlines, The Ritz-Carlton, Raffles, BusinessWeek, Microsoft, Motorola, Hewlett-Packard, Young Presidents’ Organization and the Catholic Church. Omar’s firm Sensei currently operates in five key markets around the world: the Americas, U.K. and Europe, the Middle East, Asia Pacific and South Asia. 

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Table of Contents

I. The Worldview
1. Why Go Global
Because it's as easy to consult in Kuala  Lumpur as it is in Kansas o The earth isn't flat, it's right here o We are more alike than apart o Harsh truth: American English, American dollar, American knowledge o Capitalism compels collaboration

2. Projecting Expertise and Building Relationships
How to be nearby from 8,000 miles away o The trick to projecting expertise: first get the right type o Breaking in is relatively easy to do o Once you've formed the relationships, keep connecting o Amplifying the impact of your brand and presence: adapting to local need

3. Creating International Presence
Alliances and the appeal of the knowledge exporter o What Drucker said o The local alliance o Physical presence o The local, formal office

II The Itinerary
4. Prerequisites for Success: Material
Creating your own time machine o Staying on top of your game o You don't have to be a pack animal o When things go "bump" in the night o There's feeling good and looking good

5. Prerequisites for Success: Personal
Educating yourself o Education basics: before advising others, let's teach ourselves how to get things done o Educating yourself for success: understanding countries and people o Educating yourself for life: lifelong learning o Educating habits: global credibility

6. Prerequisites for Success: New Paradigms
Creating global value o Creating new value o Make sure you know what you've got o To make a global impact, build momentum o Decide how you want to deliver value o Make it easy

INTERLUDE: TRAVELOGUE
Great, not so great, odd, and bewildering aspects of life on the road o Omar o Alan

III The Journey
7. Applying Value-Based Pricing
Your time is not the issue and had better not be o The philosophy of value based fees o The fundamentals of value based pricing o Overcoming objections and creating converts o Using value based pricing internationally

8. Adding Value Across Cultural Distinctions
What you shouldn't adapt is as important as what you should o Experience it yourself o Be attuned to where and with whom you are interacting o Celebrating together o Reasons to ignore cultural variance

IV. Distinctive Places and Sites
9. Getting Paid
How not to accept 18 gross of native straw baskets (a true story)
o Round up the usual suspects (normal obstacles)
o Terms of endearment (how to grease the skids)
o Expenses are expensive o The express lane

10. The Software for Global Consulting
How to make the continuing sale to yourself o Making the ongoing sale: self-esteem o Enthusiasm for the ongoing sale: pick your friends o Opportunities for the ongoing sale: pick your clients o Calibrating the ongoing sale: choose your feedback o Progress is what matters

11. Life Balance
Enjoying the challenge with family, friends, and colleagues o Time balance o Family and emotional balance o Mental balance o Energy balance o Making a life

Appendices
A. Best Ways to Travel o Planes o Trains o Water Travel o Other Note-Worthy Travel Modes

B. Our Favorite Hotels and Restaurants in Our Favorite Cities o New York   
o London o Paris o Istanbul o Dubai o Bangkok o Hong Kong o Shanghai o Tokyo o Australia o And elsewhere

C. Vacation Glory o Omar o Alan

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