Alan Weiss - The Consulting Bible
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- Название:The Consulting Bible
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remains the most comprehensive and practical guide to the consulting profession, from launch to high growth, from marketing to implementation. Legendary consultant, speaker, and bestselling author Alan Weiss shows you how to create an independent or boutique consulting practice and take it to seven-figure success. Step-by-step, this invaluable resource guides you through attracting clients, maximizing your value, and achieving your career goals.
In the decade since the first publication of
, an array of significant developments has dramatically impacted the consulting profession: shifts in social consciousness, the Covid-19 pandemic, tele-consulting and virtual meetings, the globalization of the economy, the growth of social media, and many more. This exhaustively revised new edition provides specific approaches and techniques for mastering the new consulting environment and turning volatility and disruption into unlimited opportunities. Designed to help you become the authority and expert that organizations turn to again and again, this book is your one-stop resource for:
Building a strong global brand that draws people to you Marketing remotely to reduce costs and allow for higher fees Mastering the latest implementation techniques Forging strong relationships with the buyers of a new generation Selecting the consulting methodology that best fits your requirements Writing proposals and creating testimonials and references Using advanced technology to sell and deliver your services Written for newcomers and veterans alike,
is essential reading for every solo consultant, entrepreneur, and principal of a small consulting firm.
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Table of Contents
1 Cover
2 Title Page THE CONSULTING BIBLE SECOND EDITION HOW TO LAUNCH AND GROW A SEVEN‐FIGURE CONSULTING BUSINESS ALAN WEISS
3 Copyright
4 Dedication
5 Introduction to the First Edition
6 Introduction to the Second Edition
7 Other Works by Alan Weiss
8 Section I: Genesis: Consulting as a Profession Chapter 1: Origins and EvolutionThe Role of a Consultant The Ongoing Need Various Forms Examples of Success The Future Notes Chapter 2: CreationLegal Financial Administrative Support and Resources Emotional Support and Resources Two Available Structures Notes Chapter 3: PhilosophyHydraulics: Raise Fees and Reduce Labor Identifying True Buyers Conceptual Agreement Leveraging Notes
9 Section II: Exodus: Consulting as a Business Chapter 4: The JourneyCreating Gravity and Attraction Reaching Out Effectively Viral and Social Media Implementation Creating an Accelerant Curve Shameless Promotion Technology Strategies Notes Chapter 5: PresenceCreating and Nurturing a Brand Expanding Products and Services Considering Alliances Referral Business Advisory Business (Retainers) Global Work Notes Chapter 6: CelebrityThought Leadership Authorship Value‐Based Fees Subcontracting, Franchising, Licensing Reinvention Creating Communities Notes
10 Section III: Deuteronomy: Consulting Methodology Chapter 7: The Perfect ProposalAssuring Success Conceptual Agreement The Nine Components of a Great Proposal How to Submit How to Close and Launch Notes Chapter 8: ImplementationOccam's Razor The Key Stakeholders and Influence Points Avoiding Scope Seep Midcourse Corrections Note Chapter 9: DisengagingDemonstrating Success Obtaining Referrals Obtaining Repeat Business Creating Testimonials and References Long‐Term Leverage Notes
11 Section IV: Acts of the Apostles: Implementing Consulting Methodologies Chapter 10: Interpersonal MethodologiesCoaching Facilitating Conflict Resolution Negotiating Skills Development Notes Chapter 11: Teams and GroupsLeadership Succession Planning Career Development Teams Versus Committees Communications and Feedback Notes Chapter 12: Organization DevelopmentStrategy Change Management Cultural Change Crisis Management Innovation Notes
12 Section V: Proverbs: Consulting Success Chapter 13: Ethics of the BusinessWhen Bad Things Happen to Good Consultants Financial Follies Protection and Plagiarism When to Refuse Business or Fire Clients Doing Well by Doing Right Notes Chapter 14: Exit StrategiesBuilding Equity Licensing Intellectual Property Achieving Life Balance Finding Successors and Buyers Transitioning Notes Chapter 15: Payback and ReinvestmentMentoring Others Advancing the State of the Art Participation in the Evolution The Future Note Chapter 16: Consulting in Crisis TimesThe Nature of Volatility Disruption as a Weapon Revelations Note
13 Physical AppendixSample Proposal Subcontractor Agreements
14 Virtual Appendix
15 About the Author
16 Index
17 End User License Agreement
List of Illustrations
1 Chapter 1 FIGURE 1.1 Relationship of Skills and Content FIGURE 1.2 Value Distance FIGURE 1.3 Content, Processes, and Trust
2 Chapter 2 FIGURE 2.1 Risk/Reward Ratio FIGURE 2.2 Where Do These Paths Intersect? FIGURE 2.3 Consulting Model
3 Chapter 3 FIGURE 3.1 Reach Out Versus Gravity FIGURE 3.2 Consulting Model
4 Chapter 4 FIGURE 4.1 Market Gravity WheelFIGURE 4.2 Trust PyramidFIGURE 4.3 Consulting Marketing ModelFIGURE 4.4 Accelerant Curve
5 Chapter 5FIGURE 5.1 Requirements for a Powerful BrandFIGURE 5.2 Networking Your BrandFIGURE 5.3 Brand PyramidFIGURE 5.4 Market Priorities QuadrantsFIGURE 5.5 Client MaturityFIGURE 5.6 Expansion Potential
6 Chapter 6FIGURE 6.1 When Value Follows FeeFIGURE 6.2 Buyer Commitment and FeeFIGURE 6.3 The Success TrapFIGURE 6.4 Configurations of Growth Stages
7 Chapter 7FIGURE 7.1 Consulting Model
8 Chapter 8FIGURE 8.1 The Thermal LayerFIGURE 8.2 Building Skills
9 Chapter 9FIGURE 9.1 Options at Conclusion
10 Chapter 10FIGURE 10.1 Job ComponentsFIGURE 10.2 Organizational Education Tied to Strategic Business Goals
11 Chapter 11FIGURE 11.1 Succession Planning ScenarioFIGURE 11.2 Committee Versus Team
12 Chapter 12FIGURE 12.1 Strategy QuadrantFIGURE 12.2 Sentient Strategy AnalysisFIGURE 12.3 Sentient Strategy Strategic FactorsFIGURE 12.4 Time Utilization and EffectivenessFIGURE 12.5 The Ambiguous ZoneFIGURE 12.6 Problem Solving Versus Innovation
13 Chapter 13FIGURE 13.1 Factors for Ethical Effectiveness
14 Chapter 14FIGURE 14.1 Maslow's Hierarchy of Needs
15 Chapter 15FIGURE 15.1 Market 3‐D Bell CurveFIGURE 15.2 Diversity and Client MaturityFIGURE 15.3 Reach Out Versus Gravity
Guide
1 Cover
2 Table of Contents
3 Begin Reading
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