Though it's a potentially lucrative enterprise, the reality of independent consulting seldom matches the dream. Most solo consultants and boutique consulting firms are perpetually within six months of bankruptcy due to the sputtering unreliability of their new business engines.
The problem, according to international consulting expert David A. Fields, is twofold: 1) lack of a consistent, proven plan, and 2) fundamental misunderstanding about what clients want in a consultant. Fields, who has helped hundreds of consultants and boutique firms worldwide build lucrative, sustainable practices, replaces the typical consultant's mindset of emphasizing expertise and differentiated processes with a focus on building relationships, engendering trust, and solving clients’ existing problems.
In The Irresistible Consultant’s Guide to Winning Clients: Six Steps to Unlimited Clients and Financial Freedom , Fields synthesizes his decades of experience into a step-by-step approach to winning more projects from more clients at higher fees.
From nuts-and-bolts business advice and tactics to a deeply insightful breakdown of the human side of a very human profession, Fields delivers a comprehensive guidebook that is at once highly approachable and satisfyingly detailed.
|Publisher:||Morgan James Publishing|
|Product dimensions:||5.90(w) x 8.90(h) x 0.80(d)|
About the Author
David A. Fields, co-founder of Ascendant Consulting, works with small consulting firms across the globe that are eager to accelerate growth, increase profit and create lifestyle-friendly practices. A bestselling author, speaker, consultant, and mentor, David also heads Ascendant Consortium, whose clients are a "Who's Who" of the business world. Named one of Advertising Age magazine’s “Marketing Top 100,” David's insights are featured in IndustryWeek, USA Today, CNN Money, Investor’s Business Daily, Advertising Age, BusinessWeek, SmartMoney, and other publications.
Table of Contents
Acknowledgments & Attributions vii
Step 1 Think Right-Side Up (Prepare Yourself to Succeed)
Chapter 1 Right-Side Up Thinking 3
Chapter 2 Building Confidence 11
Step 2 Maximize Impact (Find Your Killer Offering)
Chapter 3 Fish Where the Fish Are 23
Chapter 4 The Right People 33
Chapter 5 The Right Problem 39
Chapter 6 The Right Solution 49
Chapter 7 The Fishing Line 57
Step 3 Build Visibility (Become Known by Your Prospects)
Chapter 8 Building Visibility 67
Chapter 9 Writing 73
Chapter 10 Speaking 81
Chapter 11 Trade Associations 91
Chapter 12 Digital Presence 95
Step 4 Connect, Connect, Connect (Create Relationships and Opportunities)
Chapter 13 Creating Relationships 107
Chapter 14 Nurturing Relationships 119
Chapter 15 The Nitty-Gritty of Outreach 133
Chapter 16 Leveraging Relationships 143
Step 5 Become the Obvious Choice (Emerge as an Irresistible Solution)
Chapter 17 How Clients Choose 153
Chapter 18 Discovering Context-Part 1 167
Chapter 19 Discovering Context-Part 2 181
Step 6 Propose, Negotiate & Close (Enjoy the Payoff)
Chapter 20 Setting Up the Close 195
Chapter 21 Creating a Perfect Proposal 203
Chapter 22 Pricing and Fee Structures 213
Chapter 23 Five Ways to Negotiate Like a Pro 225
Chapter 24 Living the Dream 237
About the Author 249