Million Dollar Consulting: The Professional Guide to Growing a Practice

Ironically, most consultants save their best business advice for their clients and too often forget that the skills that supported their original success as consultants are quite different from those needed to develop a prosperous business that generates over $1 million annually. This guide attempts to help consultants master the diverse skills needed to market and grow a successful consulting practice by breaking down each element of a successful consulting business - from setting fees and acquiring personnel to identifying new clients and obtaining capital - into small, easily-understood segments and providing specific examples and procedures to master each step. Brimming with checklists, guidelines and actual consultancy cases, this book adds a crucial management dimension to consulting. It addresses such critical issues as deciding whether growth is actually desirable, how to prudently assess risk and how to prevent success from jeopardizing the business. It also includes strategies for leveraging consulting success.

Business & Money

Alan, Weiss

Economics

McGraw=Hill

This timely how-to-do-it guide helps consultants master the diverse skills needed to market and grow a successful practice. It breaks down each aspect-from setting fees and acquiring personnel to identifying new clients and obtaining capital-into easily understood segments. Then it provides specific examples and procedures to master each step, backed by checklists, guidelines, and eye-opening from the real life. For solo practitiioners and would-be consultants alike, this is the book that will put them on the path to $l million in annual earnings!

"A profoundly practical guide to all consultants who wish to grow their practices."-Thomas R. Horton, Chairman Emetrius, American Management Association. Smaller staffs, greater job complexity, and higher performance goals are boosting the demand for consultants. Updated, with new information on handling competition, high-tech consulting, and media positioning this acclaimed how-to resource gives consultants the tools and advice they need to grow a firm that rakes in a $1 million a year. Step by step it shows how to raise capital, reel in new clients, set fees, accelerate growth, and more.

Million Dollar Consulting: The Professional's Guide to Growing a Practice

McGraw-Hill Companies

Value-Based Fees: How to Charge-and Get-What You're Worth: A Guide for Consultants

In this thoroughly revised edition of his classic book, Alan Weiss shows how consulting fees are dependent on only two things: value provided in the perception of the buyer and the intent of the buyer and the consultant to act ethically. Many consultants, however, fail to understand that perceived value is the basis of the fee, or that they must translate the importance of their advice into long-term gains for the client in the client's perception. Still others fail to have the courage and the belief system that support the high value delivered to clients, thereby reducing fees to a level commensurate with the consultant's own low self-esteem. Ultimately, says Weiss, consultants, not clients, are the main cause of low consulting fees.

Value-Based Fees: How to Charge - And Get - What You're Worth

Industries

Pfeiffer

Getting Started in Consulting

wiley

The Talent Advantage: How to Attract and Retain the Best and the Brightest

Nancy MacKay

Management & Leadership

Organizational Consulting: How to Be an Effective Internal Change Atxtt

John Wiley&Sons

Clears up misconceptions about innovation, explains how to recognize business opportunities, and shows ways to encourage innovation

The Innovation Formula: How Organizations Turn Change into Opportunity (Business Strategist Series)

Michel, Robert

Harper&Row

Consulting Bible: Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice

Wiley & Sons, Incorporated, John

The Consulting Bible: Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice

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Books by Alan, Weiss