Million dollar consulting the professional's guide to growing a practice
By: Weiss, Alan
Material type: BookPublisher: New York : McGraw-Hill, c2016.Edition: 5th ed.Description: xii, 287 p. : ill. ; 23 cm.ISBN: 9781259588617Subject(s): Consultants -- Marketing | Relationship BusinessDDC classification: 001 Online resources: Location MapItem type | Home library | Call number | Status | Date due | Barcode | Item holds |
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REGULAR | University of Wollongong in Dubai Main Collection | 001.0688 WE MI (Browse shelf) | Available | T0054008 |
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001 OX FO The Oxford handbook of interdisciplinarity / | 001.068 PH CO The consultant's scorecard : | 001.0688 DA DE Developing knowledge-based client relationships : | 001.0688 WE MI Million dollar consulting | 001.30285 BE TW Between humanities and the digital | 001.30285 EI ME Media Boundaries and Conceptual Modelling : | 001.4 AL EV Evaluation essentials : |
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.
Having inspired generations of consultants and entrepreneurs around the world, the “Rock Star of Consulting” Alan Weiss returns with a revised and completely updated edition of his authoritative guide to consulting success. Weiss provides his time-tested model on creating a flourishing consulting business, while incorporating and focusing on the many dynamic changes in solo and boutique consulting, coaching, and entrepreneurship.