Alan Weiss

The Ultimate Consultant

Next Step Guide for the Successful Practitioner

• Broschiertes Buch

Produktbeschreibung

The Ultimate Consultant is a hands-on resource written for successful consultants (and those who want to be!) who are ready to turn it up a notch and watch their businesses grow to new heights. The Ultimate Consultant goes beyond the commonplace advice of how to get started or get to the next level and acts as a practical field guide for consultants who already have a thriving practice. Filled with down-to-earth advice that you can use to improve your practice immediately, The Ultimate Consultant shows how you can: ? Control the nature of business you accept ? Choose your clients ? Increase your income ? Find work and interactions that are constantly stimulating and educational

Produktdetails

• Verlag: Wiley
• Seitenzahl: 288
• Erscheinungstermin: 2. April 2001
• Englisch
• Abmessung: 235mm x 191mm x 16mm
• Gewicht: 543g
• ISBN-13: 9780787955083
• ISBN-10: 0787955086
• Artikelnr.: 21736106

Autorenporträt

ALAN WEISS consultant, speaker, and author-is the founder and CEO of Summit Consulting Group, Inc. His clients have included Merck, Hewlett-Packard, State Street Corp., Fleet Bank, Coldwell Banker, and Merrill Lynch. He is adjunct professor in the Graduate School of Business at the University of Rhode Island where he teaches a course on advanced consulting skills.

Inhaltsangabe

Introduction.

Acknowledgments.

Chapter 1. Acquiring Fortune 1000 Clients: Why Size Doesn'tMatter.

Establishing Relationships with Major Buyers: Rainmaking.

Ten Techniques to Build High-Level Buyer Relationships: MakingRain.

Why Size Doesn't Matter.

Using the Springboard to Other Potential Clients.

Ten Techniques for Springboard Marketing.

The Ultimate Rules.

Chapter 2. Value-Based Fees: If You're Charging by the Hour orDay, You're an Amateur.

The Concept of Value-Based Fees.

The Key to High Fees Is Not to Mention Fees.

Thirty-Eight Ways to Increase Your Fees, Beginning Tomorrow.

The Ultimate Rules.

Chapter 3. Marketing and Publicity: Creating GravitationalPull.

Creating a Strong Gravitational Field.

Pro Bono Work.

Commercial Publishing.

Position Papers.

Radio and Television Interviews.

Advertising and Passive Listings.

Speaking Engagements.

Websites and Electronic Newsletters.

Word of Mouth, Referrals, and Third-Party Endorsements.

Trade Association Leadership.

Classroom Teaching.

Alliances and Networking.

The Ultimate Rules.

Chapter 4. Branding and Celebrity: A Brand in the Hand BeatsFeet on the Street.

What Is a Brand and Why Do It?

How Do You Attain a Brand Without Pulling a Muscle?

The Fine Art of Contrarianism.

Capitalizing on Your Brand.

Testing and Protecting Your Brand.

Obtaining Celebrity Status.

Ten Ways to Promote Celebrity.

The Ultimate Rules.

Chapter 5. Passive Income: Making Money While You Sleep.

Commercial Publishing.

Self-Publishing.

Audio and Video.

Newsletters.

Offsite Advice.

Transitioning to Softer Landings.

The Ultimate Rules.

Chapter 6. Joint Ventures: When 1 + 1 = 64.

Forming Partnerships with Colleagues.

Forming Alliances with Larger Entities.

And Now a Word from Our Sponsor.

The Blight of Brokers.

The Ultimate Rules.

Chapter 7. International Business: The PeripateticConsultant.

Ten Reasons Why You Should Get Out of Town.

Approaching and Exploiting U.S. Multi-Nationals.

Working with Foreign-Based Firms.

Overseas Alliances.

Ten Ways to Establish an International Presence.

Protecting Yourself as an Internationalist.

The Ultimate Rules.

Chapter 8 Managing Time: Or How to Be at the Pool by Two in theAfternoon.

Avoiding Scope Creep.

Minimizing Labor-Intensive Requirements.

Utilizing Client Resources.

Managing Concurrent Projects.

Ten Techniques to Always Squeeze in More Business.

The Simplest, Most Effective Time Management Tool EverCreated.

Tips for the Truly Time-Challenged.

The Ultimate Rules.

Chapter 9. Working with Family-Owned and Smaller Businesses:What to Do When You're Competing with the Mortgage Payments.

The Large and the Small of the Small Business Market.

Competing with the Rent Money.

Managing the Owner's Emotions and Expectations.

Special Section: Accepting Equity for Your Services.

Ten Ways to Avoid the Perils of Consulting with SmallerBusinesses.

The Ultimate Rules.

Chapter 10. Avoiding the Success Traps: Creating New Approachesand Taking Prudent Risks.

Signs of the Success Trap.

Using New Technologies.

Creating Proprietary Models and Techniques.

The Consultant as Entrepreneur.

Things to Come.

The Ultimate Rules.

Chapter 11. Life Balance: The Ultimate Outlook.

Working Less and Living More.

The Future of the Business.

Ultimate Rewards.

The Ultimate Rules.

Appendix A: Questions to Ask for Objectives, Measures, andValue.

Appendix B: Components of a Sample Book Treatment.

Appendix C: Sources for Media and Advertising "Experts".

Index.

Rezensionen

"...a source of much wisdom..." (Supply Management, 15 November,2001)

"...the methodical presentation of ideas, in a readable way,makes this book commendable..." (Professional Manager, January2002)

"...if you want loads of useful advice...this isthe book for you..." (Training Journal, July 2003)"Alan Weiss is the most successful consultant I know. When hespeaks, I listen. You should too." --George Morrisey, author,Jossey-Bass "Morrisey on Planning" series

"Alan Weiss long ago learned the real secret of consulting:?It's about people, it's about relationships." --William L. Winter,Ph.D., president, The American Press Institute

"This highly readable book,written by one of the experts in thefield, provides invaluable advice for the aspiring or currentmanagement consultant." --Victor Vroom, professor, Yale School ofManagement

"Alan Weiss is a consulting genius who attacks problems the wayhe lives life-with unconventional flair and a relentless intellectwhile delivering extraordinary results. The Ultimate Consultantcaptures all the reasons why I continue to call Alan time, andtime, and time again." --Keith T. Darcy, executive vice president,IBJ Whitehall Bank & Trust Company

"The Ultimate Consultant is one of those books that anyone canread in 3 hours, but for its intended audience, it is a lifetimecompanion. Based on Alan Weiss' own lifetime as the UltimateConsultant, his latest book gives the field-tested practitionerwhat he needs to know to survive and thrive for the long term. As agraduate of Alan's mentor program, I have had the pleasure and thechallenge of hearing Alan teach these principles one-on-one. Inthis book Alan captures the essence of what he motivates hismentors to do. His advice works and I have enjoyed the results ofhis recommendations. For anyone recommitting to consulting as theirfinal career, this book is an asset. To the novice or part-timeconsultant, it is a future destination." --Andrew J. Birol,Business Development Expert and President, PACER Associates,Inc.