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

ISBN-10: 0470928085

ISBN-13: 9780470928080

Edition: 2011

Authors: Alan Weiss

List price: $15.99 Buy it from $9.88
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Everything you need to know about building a successful, world-class consulting practiceWhether you are a veteran consultant or new to the industry, an entrepreneur or the principal of a small firm, The Consulting Bible tells you absolutely everything you need to know to create and expand a seven-figure independent or boutique consulting practice. Expert author Alan Weiss, who coaches consultants globally and has written more books on solo consulting than anyone in history, shares his expertise comprehensively. Learn and appreciate the origins and evolution of the consulting profession Launch your practice or firm and propel it to top performance Implement your consulting strategies in public and private organizations, large or small, global or domestic Select from the widest variety of consulting methodologies Achieve lasting success in your professional career and personal goals The author 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 MagazineWhether you're just starting out or looking for the latest trends in modern practice, The Consulting Bible gives you an unparalleled toolset to build a thriving consultancy.
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Book details

List price: $15.99
Copyright year: 2011
Publisher: John Wiley & Sons, Limited
Publication date: 4/27/2011
Binding: Paperback
Pages: 288
Size: 5.75" wide x 9.00" long x 1.00" tall
Weight: 1.034
Language: English

Alan Weiss, Ph.D., is president of Summit Consulting Group, former vice president of the international training firm Kepner-Tregoe, and a star on the speakers circuit. He is the author of more than 400 articles and ten books, which include Best Laid Plans, Money Talks, Our Emperors Have No Clothes, and Million-Dollar Consulting. Dr. Weiss resides in East Greenwich, Rhode Island.

Genesis: Consulting as a Profession
Origins and Evolution: From Whence We Came
The Role of a Consultant
The Ongoing Need
Various Forms
Examples of Success
The Future
Reestablishment of Corporate Loyalty
HR Becomes the Incredible Shrinking Function
Right-on-Time Learning
Creation: How to Establish and Improve Your Firm's Presence
Normal Conditions
Administrative Support and Resources
Emotional Support and Resources
Inordinate Fear of Risk
Time Demands and Loss of Attention
Dueling Careers
Two Available Structures
The True Solo Practitioner
The Firm Principal
Philosophy: What You Believe Will Inform How You Act
Value Trumps Fee
Reducing Labor Intensity
Identifying True Buyers
Conceptual Agreement
Measures of Success
Principles of Leverage
Exodus: Consulting as a Business
The Journey: How to Market Your Value Rapidly and Profitably
Creating Gravity and Attraction
Reaching Out Effectively
Viral and Social Media Implementation
Creating an Accelerant Curve
Shameless Promotion
Technology Strategies
Presence: How to Be an Authority and Expert
Creating and Nurturing a Brand
Expanding Products and Services
Considering Alliances
Referral Business
Client Referrals
Nonclient Referrals
Indirect Referrals
Retainer Business
Global Work
Celebrity: How to be the Authority and Expert
Thought Leadership
Value-Based Fees
Subcontracting, Franchising, Licensing
The Talent Prevails
Creating Communities
Deuteronomy: Consulting Methodology
The Perfect Proposal: How to Write a Proposal That's Accepted Every Time
Assuring Success
Find the Economic Buyer
Establish a Trusting Relationship with the Economic Buyer
Demonstrate That You Are a Peer of the Buyer, Not Lower-Level People
Always Create a Definitive Net Time and Date
Conceptual Agreement
Measures of Success, or Metrics
The Nine Components
Situation Appraisal
Measures of Success
Methodology and Options
Joint Accountabilities
Terms and Conditions
How to Submit
Never Suggest Phases
FedEx the Proposal
Create a Time and Date Certain to Review
Don't Add Bling
Before Submitting, Ask One Key Question
Be Prepared for Success
How to Close and Launch
The Buyer Wants to Meet
The Buyer Says That Some More People Will Look at the Proposal
The Buyer Loves Option 3 but Only Has Budget for Option 2
The Buyer Attempts to Negotiate Price
Implementation: Magic Formula: Rapid Results with Low Labor Intensity
The Role of the Buyer and Champion
The Buyer Must Exemplify the Desired Behavior
The Buyer Must Enforce Subordinate Accountability
Buyers Must Use Their Clout Where Needed
The Buyer Is Your Partner and Must Act like One
The Key Stakeholders and Influence Points
Avoiding Scope Seep
Midcourse Corrections
Disengaging: It's Been Nice, but I Really Must Be Going
Demonstrating Success
Obtaining Referrals
Obtaining Repeat Business
Creating Testimonials and References
Prepare the Buyer
Always Provide Options
Seek People Other Than Your Buyer
Use Multimedia
Provide Examples of What You Need
Guarantee Nonabuse
If Requested, Write It Yourself with Options
With References, Stipulate What's Expected
Long-Term Leverage
Acts of the Apostles: Implementing Consulting Methodologies
Interpersonal Methodologies: People First
Conflict Resolution
Conflict over Objectives
Conflict over Alternatives
Skills Development
Teams and Groups: No One Is an Island
Succession Planning
Career Development
Teams versus Committees
Communications and Feedback
Organization Development: All the King's Horses, and All the King's Men…
Change Management
Cultural Change
Crisis Management
Proverbs: Consulting Success
Ethics of the Business: What's Legal Isn't Always Ethical
When Bad Things Happen to Good Consultants
Case Studies
Financial Follies
Protection and Plagiarism
When to Refuse Business or Fire Clients
Doing Well by Doing Right
Exit Strategies: Nothing Is Forever
Building Equity
Licensing Intellectual Property
Achieving Life Balance
Finding Successors and Buyers
Payback and Reinvestment: We Build Our Houses and Then They Build Us
Mentoring Others
Advancing the State of the Art
Participation in the Evolution
The Future
Physical Appendix
Virtual Appendix
About the Author
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