ISBN-10:
1259588610
ISBN-13:
9781259588617
Pub. Date:
05/06/2016
Publisher:
McGraw-Hill Professional Publishing
Million Dollar Consulting: The Professional's Guide to Growing a Practice, Fifth Edition / Edition 5

Million Dollar Consulting: The Professional's Guide to Growing a Practice, Fifth Edition / Edition 5

by Alan Weiss

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Product Details

ISBN-13: 9781259588617
Publisher: McGraw-Hill Professional Publishing
Publication date: 05/06/2016
Edition description: Revised
Pages: 304
Sales rank: 502,795
Product dimensions: 5.90(w) x 8.90(h) x 0.70(d)

About the Author

Alan Weiss is the founder and president of the renowned Summit Consulting Group, Inc. The only non-journalist to receive the Lifetime Achievement Award by the American Press Institute, he is an inductee into the Professional Speaking Hall of Fame® and the concurrent recipient of the National Speakers Association Council of Peers Award of Excellence. He has written 60 books that have been translated into 12 languages.

Table of Contents

ACKNOWLEDGMENTS ix
INTRODUCTION xi

CHAPTER 1
What Is a Consultant, Anyway? Is It Someone Who Comes to Study a Problem and Remains to Become a Part of It? 1
CHAPTER 2
Build It and They Will Come: But Only if You Let Them Know That You’ve Built It! 15

INTERLUDE I - The Yin and Yang of Clients and Prospects 31
CHAPTER 3
The Relationship Business: Learning How to Sell Yourself 41
CHAPTER 4
How to Maximize Fees: Money Left on the Table Isn’t There in the Morning 57
CHAPTER 5
Proposals: Never Negotiation, Always Summation 71

INTERLUDE II - The Concept of Value 83
CHAPTER 6
The Estimable Consultant: How to Build Your Practice by Building Your Esteem 93
CHAPTER 7
The Cyberspace Consultant: Houston, Let’s Not Have a Problem 109
CHAPTER 8
Delivering the Goods: Taking the Express Lane 127
CHAPTER 9
Thought Leadership: It’s Fine to Stand Out in a Crowd So Long as You Look Good Standing There 143
CHAPTER 10
The Ethical Consultant: How to Do Well by Doing Right 159
CHAPTER 11
The Global Community: The World Is Next Door 171
CHAPTER 12
Designing Your Own Future: Taking Control of Your Fate 177
CHAPTER 13
Creating a Company: But What Kind? 183
CHAPTER 14
Leverage: More Output for Less Input 199
CHAPTER 15
Creating and Sustaining Your Endeavor: Cathedrals Last for Hundreds of Years 211

APPENDIX 227
INDEX 269

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