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The Consultant's Survival Guide [Hardcover]

Marsha D. Lewin
4.0 out of 5 stars  See all reviews (1 customer review)
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Book Description

8 April 1997
Practical advice from Marsha D. Lewin On success as a consultant "Over these decades of consulting, the most successful consultants I′ve known were self–starters whose enthusiasm, individualism, and drive did not blend with big business norms. They saw a problem, identified what needed to be done, and went on to solve it. They didn′t wait for committees to pass on the idea and to run it up the corporate ladder for serial approval." On surviving in a cyclical economy "Plan ahead for the inevitable downturn in the economy. That′s clearly the way to be in the best position to be able to endure the hard times. . . . The down cycle may not be accommodating enough, however, to hit us after we′ve put away all the money we had planned on and will need for the future. That′s why advance planning strategies must be supplemented by strategies to cope with an existing economic peril. And, once you′ve made it through the dangerous times, you′ll want to evaluate your situation to ensure that you adjust your strategies from survival mode to those that enable you to plan ahead until the next threat." On strategy "Strategies are fundamental mental and emotional underclothes visible only to you and yours. . . . Our strategic plan is the mooring, the underpinning that we use as our target for the tactics with which we deal in our daily lives." On controlling expenses "I emphasize reviewing your expenses periodically because situations change, and pricing of various options changes as well. If you make decisions on a never–again basis, you might find you are paying way too much for the basic services and you are merely causing yourself to work harder to stay in the same place." –– from The Consultant′s Survival Guide When businesses, government agencies, and other organizations are faced with problems they can′t solve on their own, they turn to you, the management consultant, for expertise, perspective, and rational solutions. But what happens when your business is threatened by forces you can′t control? Who helps you put your problems in perspective, analyze your situation, and find a remedy? Is there a consultant′s consultant? There is now! In her thirty years as a management consultant, Marsha D. Lewin has seen it all––the booms, the busts, the endless uncertainties. She knows that some consultants ride out the tough times with relative ease, while others, equally talented, are quickly overwhelmed. In The Consultant′s Survival Guide she reveals 14 strategies that will keep your consulting practice going through good times and bad, and she offers specific tactics you can use to make sure your strategies succeed. You′ll learn how to: ∗ Cut expenses in hard times without undercutting the quality of your services ∗ Keep your fees up and your clients smiling ∗ Avoid giving away the store when writing a proposal ∗ Ensure that your work produces a tangible result for clients ∗ Use downtime to build up your business ∗ Expand the geographical perimeters of your client base ∗ Market your services without spending a dime ∗ Develop and maintain a reputation as a competent, conscientious, reliable consultant Many of the strategies and tactics you′ll discover in this book will help boost your profits in any business climate. Others are rules to live by that should influence every action of your professional life. All are practical steps that you can implement easily to make your practice stronger, more profitable, and more fit for survival––starting today!

Product details

  • Hardcover: 232 pages
  • Publisher: John Wiley & Sons (8 April 1997)
  • Language: English
  • ISBN-10: 0471160792
  • ISBN-13: 978-0471160793
  • Product Dimensions: 24 x 16 x 2 cm
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: 5,530,283 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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From the Inside Flap

When businesses, government agencies, and other organizations are faced with problems they can’t solve on their own, they turn to you, the management consultant, for expertise, perspective, and rational solutions. But what happens when your business is threatened by forces you can’t control? Who helps you put your problems in perspective, analyze your situation, and find a remedy? Is there a consultant’s consultant? There is now! In her thirty years as a management consultant, Marsha D. Lewin has seen it all—the booms, the busts, the endless uncertainties. She knows that some consultants ride out the tough times with relative ease, while others, equally talented, are quickly overwhelmed. In The Consultant’s Survival Guide she reveals 14 strategies that will keep your consulting practice going through good times and bad, and she offers specific tactics you can use to make sure your strategies succeed. You’ll learn how to: Cut expenses in hard times without undercutting the quality of your services Keep your fees up and your clients smiling Avoid giving away the store when writing a proposal Ensure that your work produces a tangible result for clients Use downtime to build up your business Expand the geographical perimeters of your client base Market your services without spending a dime Develop and maintain a reputation as a competent, conscientious, reliable consultant Many of the strategies and tactics you’ll discover in this book will help boost your profits in any business climate. Others are rules to live by that should influence every action of your professional life. All are practical steps that you can implement easily to make your practice stronger, more profitable, and more fit for survival—starting today!

From the Back Cover

Practical advice from Marsha D. Lewin On success as a consultant "Over these decades of consulting, the most successful consultants I′ve known were self–starters whose enthusiasm, individualism, and drive did not blend with big business norms. They saw a problem, identified what needed to be done, and went on to solve it. They didn′t wait for committees to pass on the idea and to run it up the corporate ladder for serial approval." On surviving in a cyclical economy "Plan ahead for the inevitable downturn in the economy. That′s clearly the way to be in the best position to be able to endure the hard times. . . . The down cycle may not be accommodating enough, however, to hit us after we′ve put away all the money we had planned on and will need for the future. That′s why advance planning strategies must be supplemented by strategies to cope with an existing economic peril. And, once you′ve made it through the dangerous times, you′ll want to evaluate your situation to ensure that you adjust your strategies from survival mode to those that enable you to plan ahead until the next threat." On strategy "Strategies are fundamental mental and emotional underclothes visible only to you and yours. . . . Our strategic plan is the mooring, the underpinning that we use as our target for the tactics with which we deal in our daily lives." On controlling expenses "I emphasize reviewing your expenses periodically because situations change, and pricing of various options changes as well. If you make decisions on a never–again basis, you might find you are paying way too much for the basic services and you are merely causing yourself to work harder to stay in the same place." — from The Consultant′s Survival Guide When businesses, government agencies, and other organizations are faced with problems they can′t solve on their own, they turn to you, the management consultant, for expertise, perspective, and rational solutions. But what happens when your business is threatened by forces you can′t control? Who helps you put your problems in perspective, analyze your situation, and find a remedy? Is there a consultant′s consultant? There is now! In her thirty years as a management consultant, Marsha D. Lewin has seen it all—the booms, the busts, the endless uncertainties. She knows that some consultants ride out the tough times with relative ease, while others, equally talented, are quickly overwhelmed. In The Consultant′s Survival Guide she reveals 14 strategies that will keep your consulting practice going through good times and bad, and she offers specific tactics you can use to make sure your strategies succeed. You′ll learn how to: Cut expenses in hard times without undercutting the quality of your services Keep your fees up and your clients smiling Avoid giving away the store when writing a proposal Ensure that your work produces a tangible result for clients Use downtime to build up your business Expand the geographical perimeters of your client base Market your services without spending a dime Develop and maintain a reputation as a competent, conscientious, reliable consultant Many of the strategies and tactics you′ll discover in this book will help boost your profits in any business climate. Others are rules to live by that should influence every action of your professional life. All are practical steps that you can implement easily to make your practice stronger, more profitable, and more fit for survival—starting today!

Inside This Book (Learn More)
First Sentence
Are consultants becoming an endangered species? Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Most Helpful Customer Reviews
1 of 1 people found the following review helpful
By A Customer
Format:Hardcover
It goes into a lot of interesting details about all the things you can do to reduce costs and to gain new business.The list of things to do is comprehensive and thorough. It is aimed at the US market and as such has some limitations to its applicability in the UK/European market.
One issue not addressed is about becoming a "better" consultant - all the tools and techniques are there, but not the "how to" bits - like gaining initial entry to client.
Overall an interesting book, well worth a read.
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 3.0 out of 5 stars  2 reviews
6 of 7 people found the following review helpful
1.0 out of 5 stars Not even basics 21 Mar 2000
By Viktorija - Published on Amazon.com
Format:Hardcover
Extremely shallow and superficial, this book was way below my expectations and certainly did not conform to the flashy title. Even without extensive experience in consulting this collection of commonsense "tips" of general nature (not even specific to consulting profession) did not contribute to my knowledge.
5.0 out of 5 stars Must reading for consultants 30 Nov 2000
By JBA - Published on Amazon.com
Format:Hardcover
I found this, the second consultant's guide by this author, to be must reading for myself and others in the consulting business.
The author provides pragmatic advice that is obviously based on actual experience in the business. Even though I have many years (16) experience operating my own consulting business I still found new and meaningful suggestions in this book.
I strongly recommend it both for people starting out and for experienced consultants. You're never too old or too experienced to learn new tricks.
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