Million Dollar Consulting, Sixth Edition: The Professional's Guide To Growing A Practice

By (author) Weiss, Alan
Description:

Build a thriving 21st-century consultancy with an all-new edition of the classic bestseller

In a world of rapidly evolving technologies and business paradigms, your consulting business needs to radically adapt its techniques and models. Taking full measure of these changes, Alan Weiss, the “Rock Star of Consulting,” will guide you through the process with a revised and completely updated sixth edition of his authoritative guide to consulting success.

Weiss updates his time-tested model for creating a flourishing consulting business, while showing you the many dynamic changes in solo and boutique consulting, coaching, and entrepreneurship. In addition, he offers you invaluable guidance on raising capital, attracting clients, and creating an airtight marketing strategy.

This new edition is packed with step-by-step advice on how to:

• Use volatility and disruption as offensive weapons
• Maximize fees by adopting a “value mindset”
• Build a successful model for marketing remotely
• Master cutting-edge technology to reach the broadest audience
• Form powerful alliances to increase reach and impact
• Think branding—and think global
• Generate six-figure projects, six-figure retainers, and seven-figure incomes

Million Dollar Consulting has been the go-to classic for consultants for nearly 25 years. With cutting-edge new content, Alan Weiss will show you how to grow your business into a seven-figure firm today.



Table of contents:
PART I
PHILOSOPHY

CHAPTER 1
The Twenty-First Century Expert 
Consulting is now about expertise and the varying ways to provide it to clients.
And that expertise has to be around processes and not content.
• Expertise Is a State of Being 
• Providing Direction Depends on the Destination 
• The Process/Content Chasm 
• The Thought Leader Continuum 

CHAPTER 2
Build It and Tell Them You’ve Built It,
and THEN They Will Come 
This is the marketing business, and expertise without clients makes the
tree falling with no one to hear it louder by comparison.
• Selling Is Dead 
• What Brands Are Really About 
• When They Do Come, What Then? 
• Unified Field Theory of Marketing 

CHAPTER 3
The Power of the Assertive Expert 
Humility is misunderstood. No one yells for a
“humble heart surgeon.” Good enough isn’t enough.
• Providing Free Value Continually 
• Why Being Plagiarized Pays 
• Copyright 
• Making Predictions 
• Peter Drucker Wasn’t Amiable 
INTERLUDE I
The Yin and Yang of Clients and Prospects 

PART 2
VALUE
CHAPTER 4
Maximizing Fees 
Equitable compensation means just that. You should be
paid based on your value, not your time, not your presence.
The value mindset trumps the money mindset.
• Why Base Fees on Value 
• Fee Formulas 
• Collaborative, Referral, and Subcontractor Formulas 
• Seventy Ways to Increase Fees 

CHAPTER 5
How to Write a Proposal That’s Accepted Every Time 
A proposal is neither a negotiation nor an exploration. It is a summation of
conceptual agreement. The sale is made prior to the proposal.
• The Role of Conceptual Agreement 
• The Nine Components of a Proposal 
• Total Days to Cash (TDTC) 
INTERLUDE II
The Concept of Value 

PART 3
EXECUTION
CHAPTER 6
The Attack of the Esteem Monsters 
Success is undermined by low esteem, which is caused by fear.
And the fear is entirely removable if we have the courage of our talent.
• No One Is Shooting at You 
• Esteem and Efficacy 
• The Power of Questions over Answers 
• Maybe There Was Something Under the Bed 

CHAPTER 7
The Re