- Paperback: 320 pages
- Publisher: McGraw-Hill Inc.,US; 2nd Revised edition edition (Nov 1997)
- Language English
- ISBN-10: 0070696284
- ISBN-13: 978-0070696280
- Product Dimensions: 22.4 x 14.7 x 2.3 cm
- Average Customer Review: 4.9 out of 5 stars See all reviews (7 customer reviews)
- Amazon Bestsellers Rank: 979,508 in Books (See Top 100 in Books)
- See Complete Table of Contents
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Product Description
Product Description
This updated edition aims to provide a comprehensive guide to building a consulting business that will bring in a million dollars a year. It describes how to raise capital, target new clients, hire staff and set up a fee structure. The book breaks down each step of developing a successful consulting business into concise, easily-understood steps, offers specific examples and procedures and features checklists, guidelines and a resource section at the end of the book.
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Customer Reviews
Most Helpful Customer Reviews
23 of 23 people found the following review helpful
Format:Paperback
I've just finished reading this book, which I read from cover to cover on my holiday ( Yes I know how sad that sounds ! ).
Sometimes the author says things that made me uncomfortable, but only because I wasn't sure I could pull it off, not because it wasn't a good idea.
The book is very well structured, and his whole approach to consulting, reinforces itself.
Develop your skills, so that you are as good as you say you are. Market yourself effectively so that you get the chance to prove what you can do. Develop the relationship so that you really give value. Charge what you're worth. Collect the money. ( For a change, somebody who's good at sales thinks this is important - Yes I am an accountant )
The marketing tips in this book are applicable to anybody providing services, not just consultants. Also he has lots of excellent ideas on business to business marketing, that are also applicable to any business.
There is so much good stuff in this book that I will definitely be reading it again.
12 of 12 people found the following review helpful
Format:Paperback
I guess the book can be summarised as having one underlying strategy of becoming a million dollar consultant, with many tactics in order to get there. Relationship selling is one tactic that is explained in depth because it is so different to the way most people sell. Value pricing is the other main tactic in obtaining this status. This books touches on so many aspects of consulting it is difficult to summarise everything. If you want to know how to start a new consulting business, how to set up an office, what equipment you should buy, how to market yourself, which groups you should join, how to work with and recruit sub-contractors, how to allocated project revenue between sub-contractors, planning, down to some ethical decisions, the book covers them all. If you want to become a well known speaker, writer or well know industry expert, this book discusses the tactics to get there. The one thing this book does not do, is tell you it is easy. To achieve these goals, takes dedication and persistence even during the tough times. What do you do when you are down to your last few dollars? Sell the furniture? No, there are even tactics to deal with this situation. I would recommend this book to all consultants and sales people. The consultants will get the most out of the book, and the sales people will learn a lot about relationship selling that is sadly lacking in most of the sales people I know.
2 of 2 people found the following review helpful
Format:Paperback
I read Dr. Weiss' book for a class on consulting (actually taught by the author). Although I do not expect to become a consultant, his ideas regarding the mutual commitment between the client and consultant were on target. It is a relationship business and most consultants miss this fact.
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Most Recent Customer Reviews
If you are a consultant in any industry, then BUY THIS BOOK!
This book is an incredibly valuable resource to me. Alan Weiss does not "suffer fools gladly" - he tells it like it is. Are you bringing value to your clients? Read more
Published on 4 Feb 1999
Very useful guidance for consultants
He has" been there, learned that" and offers useful tips for consultants.
Published on 23 Aug 1998
Excellent Refresher for Those in the Business
I was inspired by this book at a moment when I had a frustrating experience with a client and had concurrently gotten involved in a side business that took my focus off the... Read more
Published on 8 Jun 1998
This book will pay for itself many times over
Alan's sage advice will help anyone currently consulting, or considering becoming a consultant. He explains how to get out of the "hourly charge" rut and charge what a... Read more
Published on 22 Mar 1998
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