- Paperback: 288 pages
- Publisher: John Wiley and Sons Ltd; 1 edition (21 March 2011)
- Language: English
- ISBN-10: 9780470928080
- ISBN-13: 978-0470928080
- ASIN: 0470928085
- Product Dimensions: 15 x 1.5 x 22.4 cm
- Boxed-product Weight: 499 g
- Average Customer Review: Be the first to review this item
- Amazon Bestsellers Rank: 45,667 in Books (See Top 100 in Books)
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The Consulting Bible: Everything You Need to Know to Create and Expand a Seven-figure Consulting Practice Paperback – 21 Mar 2011
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From the Back Cover
A comprehensive guide to becoming THE sought-after thought leader and expert
At a certain point in your career, you realize that you could put your knowledge to better use by extracting yourself from the shadow of the corporate world and striking out on your own. The Consulting Bible is the comprehensive guide to succeeding in the flexible and rewarding profession of solo and boutique consulting.
Bestselling author and celebrated consultant Alan Weiss delivers his field-tested advice so that you can:
Learn the nine components of a winning proposal
Establish value-based fees and protect that value
Create testimonials and references, and establish long-term leverage
Acquire know-how for providing coaching, conflict resolution, negotiation, crises management, and dozens of other interventions
Develop supreme communication skills
The value you provide as a consultant can be reciprocal and exponential, leading you toward true wealth, defined here as discretionary time and not only dollars in the bank.
"An amazingly thorough compilation of distilled wisdom regarding the elements for success in consulting. The most experienced consultant will harvest many valuable tips, and the newcomer won't be able put it down."?JACK ZENGER, CEO, Zenger Folkman, and bestselling coauthor of The Extraordinary Leader, The Inspiring Leader, and The Extraordinary Coach
"Alan Weiss is a genius marketing consultant who understands the business from the inside out. Apply his years of knowledge and experience to achieve the consulting business of your dreams. Follow the advice of this expert, and success is in your immediate future."?Dr. NIDO QUBEIN, President, High Point University; Chairman, Great Harvest Bread Co; and Recipient, Horatio Alger Award for Distinguished Americans
"If you're a solo practioner or boutique firm principal, you can't afford not to have The Consulting Bible on your desk, earmarked, highlighted, and well worn. It's a must-read, and I can see this book in your future." ?DANIEL BURRUS, author of Flash Foresight and Technotrends
About the Author
ALAN WEISS, PHD, 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. His firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, and over 500 other leading organizations. He is also the bestselling author of Million Dollar Consulting and forty other books.
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In Chapter 1, the author describes the "Origins and Evolution" of the consulting profession. And why our market economy provides a growing demand for consultants. In Ch. 2 he covers the legal aspects in creating a consulting business. Ch. 3 Mr. Weiss presents a very convincing argument for selling your skills based on value provided rather than a fee structure for services rendered. And the importance of identifying the "true buyer" from the get go; instead of wasting time with the HR dept.
In Ch. 4 the author tells how he uses viral and social media for "shameless promotion". Ch. 5 covers creating and nurturing your brand. I think it genius the way Weiss has built in to his business model the ongoing requests for referrals. Ch. 6 is about "Thought Leadership" in support of "Value-based Fees".
Ch. 7 details how to craft a consulting proposal that will get signed. Ch. 8 explains the Role of the Buyer and how to influence key stakeholders on the job, avoiding "scope creep" like the plague, and midcourse corrections. In Ch. 9 Weiss show how to finish up the job in a way that will ensure referral business, and obtaining repeat business from your existing clients.
And it doesn't stop there! In Ch. 10 the author talks about coaching, facilitation, conflict resolution and negotiating skills. Ch. 11 covers leadership, succession planning, career development, and the best explanation of how to distinguish between Teams and Committees that I've ever come across. Ch. 12 is about strategy, change management, cultural change, and crisis management in the organizations you've been hired to help.
In Ch. 13 Weiss discusses the Ethics of the Consulting Business, "When Bad Things Happen to Good Consultants", and when to refuse business or fire clients. You don't need the cojones to do the latter - just know how and when. Ch. 14 covers building equity in your consulting practice in preparation for the best exit strategy from the business. And finally in Ch. 15 the author tells how to give back by mentoring others interested in consulting as a profession.
I couldn't put this book down. I've been in the consulting business in one way or another for most of my career by many other names. And yet I learned something new in every chapter of this book. I recommend The Consulting Bible by AlanWeiss for those embarking on a consulting career, and for those looking to inject new life in their current consulting practice.