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| Introduction | |
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| Acknowledgments | |
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| Acquiring Fortune 1000 Clients: Why Size Doesn't Matter | |
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| Establishing Relationships with Major Buyers: Rainmaking | |
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| Ten Techniques to Build High-Level Buyer Relationships: Making Rain | |
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| Why Size Doesn't Matter | |
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| Using the Springboard to Other Potential Clients | |
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| Ten Techniques for Springboard Marketing | |
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| The Ultimate Rules | |
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| Value-Based Fees: If You're Charging by the Hour or Day, You're an Amateur | |
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| The Concept of Value-Based Fees | |
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| The Key to High Fees Is Not to Mention Fees | |
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| Thirty-Eight Ways to Increase Your Fees, Beginning Tomorrow | |
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| The Ultimate Rules | |
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| Marketing and Publicity: Creating Gravitational Pull | |
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| Creating a Strong Gravitational Field | |
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| Pro Bono Work | |
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| Commercial Publishing | |
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| Position Papers | |
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| Radio and Television Interviews | |
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| Advertising and Passive Listings | |
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| Speaking Engagements | |
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| Websites and Electronic Newsletters | |
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| Word of Mouth, Referrals, and Third-Party Endorsements | |
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| Trade Association Leadership | |
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| Classroom Teaching | |
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| Alliances and Networking | |
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| The Ultimate Rules | |
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| Branding and Celebrity: A Brand in the Hand Beats Feet on the Street | |
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| What Is a Brand and Why Do It? | |
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| How Do You Attain a Brand Without Pulling a Muscle? | |
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| The Fine Art of Contrarianism | |
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| Capitalizing on Your Brand | |
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| Testing and Protecting Your Brand | |
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| Obtaining Celebrity Status | |
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| Ten Ways to Promote Celebrity | |
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| The Ultimate Rules | |
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| Passive Income: Making Money While You Sleep | |
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| Commercial Publishing | |
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| Self-Publishing | |
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| Audio and Video | |
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| Newsletters | |
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| Offsite Advice | |
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| Transitioning to Softer Landings | |
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| The Ultimate Rules | |
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| Joint Ventures: When 1 + 1 = 64 | |
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| Forming Partnerships with Colleagues | |
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| Forming Alliances with Larger Entities | |
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| And Now a Word from Our Sponsor | |
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| The Blight of Brokers | |
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| The Ultimate Rules | |
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| International Business: The Peripatetic Consultant | |
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| Ten Reasons Why You Should Get Out of Town | |
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| Approaching and Exploiting U.S. Multi-Nationals | |
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| Working with Foreign-Based Firms | |
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| Overseas Alliances | |
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| Ten Ways to Establish an International Presence | |
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| Protecting Yourself as an Internationalist | |
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| The Ultimate Rules | |
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| Managing Time: Or How to Be at the Pool by Two in the Afternoon | |
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| Avoiding Scope Creep | |
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| Minimizing Labor-Intensive Requirements | |
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| Utilizing Client Resources | |
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| Managing Concurrent Projects | |
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| Ten Techniques to Always Squeeze in More Business | |
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| The Simplest, Most Effective Time Management Tool Ever Created | |
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| Tips for the Truly Time-Challenged | |
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| The Ultimate Rules | |
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| Working with Family-Owned and Smaller Businesses: What to Do When You're Competing with the Mortgage Payments | |
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| The Large and the Small of the Small Business Market | |
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| Competing with the Rent Money | |
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| Managing the Owner's Emotions and Expectations | |
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| Special Section: Accepting Equity for Your Services | |
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| Ten Ways to Avoid the Perils of Consulting with Smaller Businesses | |
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| The Ultimate Rules | |
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| Avoiding the Success Traps: Creating New Approaches and Taking Prudent Risks | |
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| Signs of the Success Trap | |
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| Using New Technologies | |
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| Creating Proprietary Models and Techniques | |
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| The Consultant as Entrepreneur | |
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| Things to Come | |
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| The Ultimate Rules | |
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| Life Balance: The Ultimate Outlook | |
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| Working Less and Living More | |
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| The Future of the Business | |
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| Ultimate Rewards | |
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| The Ultimate Rules | |
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| Questions to Ask for Objectives, Measures, and Value | |
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| Components of a Sample Book Treatment | |
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| Sources for Media and Advertising "Experts" | |
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| Index | |