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Ultimate Consultant Powerful Techniques for the Successful Practitioner

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ISBN-10: 0787955086

ISBN-13: 9780787955083

Edition: 2001

Authors: Alan Weiss

List price: $46.00
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Description:

This text is for the successful solo practitioner, mid-sized firm principal, or large firm practice leader who is already doing very well and, consequently, has few peers from whom to continue to learn.
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Book details

List price: $46.00
Copyright year: 2001
Publisher: John Wiley & Sons, Incorporated
Publication date: 4/2/2001
Binding: Paperback
Pages: 288
Size: 7.32" wide x 9.59" long x 1.11" tall
Weight: 1.936
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.

Introduction
Acknowledgments
Acquiring Fortune 1000 Clients: Why Size Doesn't Matter
Establishing Relationships with Major Buyers: Rainmaking
Ten Techniques to Build High-Level Buyer Relationships: Making Rain
Why Size Doesn't Matter
Using the Springboard to Other Potential Clients
Ten Techniques for Springboard Marketing
The Ultimate Rules
Value-Based Fees: If You're Charging by the Hour or Day, 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
Marketing and Publicity: Creating Gravitational Pull
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
Branding and Celebrity: A Brand in the Hand Beats Feet 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
Passive Income: Making Money While You Sleep
Commercial Publishing
Self-Publishing
Audio and Video
Newsletters
Offsite Advice
Transitioning to Softer Landings
The Ultimate Rules
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
International Business: The Peripatetic Consultant
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
Managing Time: Or How to Be at the Pool by Two in the Afternoon
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 Ever Created
Tips for the Truly Time-Challenged
The Ultimate Rules
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 Smaller Businesses
The Ultimate Rules
Avoiding the Success Traps: Creating New Approaches and 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
Life Balance: The Ultimate Outlook
Working Less and Living More
The Future of the Business
Ultimate Rewards
The Ultimate Rules
Questions to Ask for Objectives, Measures, and Value
Components of a Sample Book Treatment
Sources for Media and Advertising "Experts"
Index