- Paperback: 292 pages
- Publisher: McGraw-Hill Professional; 3 edition (1 Sep 2002)
- Language English
- ISBN-10: 007138703X
- ISBN-13: 978-0071387033
- Product Dimensions: 22.6 x 15 x 2.3 cm
- Average Customer Review: 4.8 out of 5 stars See all reviews (5 customer reviews)
- Amazon Bestsellers Rank: 275,282 in Books (See Top 100 in Books)
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Product Description
Product Description
'If you're interested in becoming a rich consultant, this book is a must read' - Robert F. Mager, Founder and President, Mager Associates, member, Training & Development Hall of Fame. Completely updated for today's consultants, this classic how-to handbook gives you the strategies and guidance needed to grow a firm that can bring in $1 million-a-year. Step by step, "Million Dollar Consulting" explains the ins and outs of: raising capital, reeling in new clients, setting fees, accelerating growth, relationship selling, value pricing, self-promotion, and much more! Consultants will find critical new material on how to overcome objections and vital information on internet- and e-based marketing and sales. There's also a new chapter on how to work in smaller markets with family owned businesses, non-profits and other 'non-traditional' clients. Packed with the most up-to date information available, "Million Dollar Consulting" will boost performance and profits for you and the companies you consult. 'Blast out of the per diem trap and into value billing' - Jim Kennedy, Founder, Publisher, and Editor, "Consultants News". 'The advice on developing price structure alone is worth a hundred times the price of the book' - William C. Byham, Ph.D., author of "Zapp!". "Must reading' for those who are beginning a practice or seeking to upgrade an existing practice' - Victor H. Vroom, John G. Searle Professor, School of Management, Yale University.
From the Back Cover
"If you're interested in becoming a rich consultant, this book is a must read."Robert F. Mager, Founder and President, Mager Associates, member, Training & Development Hall of Fame
Completely updated for today's consultants, this classic how-to handbook gives you the strategies and guidance needed to grow a firm that can bring in $1 million-a-year. Step by step, Million Dollar Consulting explains the ins and outs of:
- Raising capital
- Reeling in new clients
- Setting fees
- Accelerating growth
- Relationship selling
- Value pricing
- Self-promotion
- And much more!
Consultants will find critical new material on how to overcome objections and vital information on internet- and e-based marketing and sales. There's also a new chapter on how to work in smaller markets with family owned businesses, non-profits and other "non-traditional" clients. Packed with the most up-to date information available, Million Dollar Consulting will boost performance and profits for you and the companies you consult.
"Blast out of the per diem trap and into value billing."Jim Kennedy, Founder, Publisher, and Editor, Consultants News
"The advice on developing price structure alone is worth a hundred times the price of the book."William C. Byham, Ph.D., author of Zapp!
"'Must reading' for those who are beginning a practice or seeking to upgrade an existing practice."Victor H. Vroom, John G. Searle Professor, School of Management, Yale University
Inside This Book
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First Sentence
"An attorney is a person who has been graduated from an accredited school of law, passes a bar examination in the state in question, and deals with matters requiring legal opinions and actions." Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
"An attorney is a person who has been graduated from an accredited school of law, passes a bar examination in the state in question, and deals with matters requiring legal opinions and actions." Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
1 of 1 people found the following review helpful
Format:Paperback
The thing about this book is that it'll either "do it for you or it won't". There's no middle ground.
It'll probably do it for you if you're ready to take a "different" approach to consulting and implement some strategies you might not have tried in the past and are not too familiar with.
A part of you will read it and think it's not "do-able" and just forget it. Another part of you will feel challenged by the suggestions ... however, trust me on this. If you do actually use ANY the approaches as stated, you WILL stand head and shoulders above your colleagues.
But be warned, this stuff takes guts!
Format:Paperback
I write nearly all the proposals in the company I work for, a mid-sized web design and internet marketing agency. While not strictly a consultancy, we do a LOT of consultancy-type work, and unless you want something really defined and specific ("Get me a 30-second Flash banner now!") we always have an element of consultancy in our contracts.
This book is our pricing and proposing bible. Its stated aim ("Million Dollar Consulting") forces you to think about value for your client, shape what you do around providing that by giving them superb work, and then charging appropriately for it. By making you consider the VALUE of what you do for your clients, and putting metrics in place to measure this, it allows you to pitch your charges relative to what your work is actually worth. They get great service and a much improved situation, you get paid well. It's a win-win.
Of course, doing all of this for real is harder than it sounds, and that is where our copy is really getting dog-eared: At the setting fees, conducting client consultations, and writing proposals part. By structuring the lead process properly, we are closing more and delivering better proposals, and we also know we're delivering better services at the end of it.
Only irony is that as the book is many years old, the web section raises a few sniggers - though actually, the author is on the button saying that websites must be genuinely useful, email newsletters must offer non-commercial content, and that the web is growing in importance. Still is.
While it tails off a little towards the end and a few pages are not relevant to non-US (or non-"pure consultancy") readers, I really recommend this book to anyone in any line of work where consultancy plays a role and where proposals are written to gain contracts.
This book is our pricing and proposing bible. Its stated aim ("Million Dollar Consulting") forces you to think about value for your client, shape what you do around providing that by giving them superb work, and then charging appropriately for it. By making you consider the VALUE of what you do for your clients, and putting metrics in place to measure this, it allows you to pitch your charges relative to what your work is actually worth. They get great service and a much improved situation, you get paid well. It's a win-win.
Of course, doing all of this for real is harder than it sounds, and that is where our copy is really getting dog-eared: At the setting fees, conducting client consultations, and writing proposals part. By structuring the lead process properly, we are closing more and delivering better proposals, and we also know we're delivering better services at the end of it.
Only irony is that as the book is many years old, the web section raises a few sniggers - though actually, the author is on the button saying that websites must be genuinely useful, email newsletters must offer non-commercial content, and that the web is growing in importance. Still is.
While it tails off a little towards the end and a few pages are not relevant to non-US (or non-"pure consultancy") readers, I really recommend this book to anyone in any line of work where consultancy plays a role and where proposals are written to gain contracts.
Format:Paperback
The book covers all the aspects of consulting, e.g. writing proposals, quoting fees, etc. What I like the most about this book is that it tells you how to be successful, without deceiving you into thinking that it is simple (as most books of this type); it is hard work and it takes both brains (what you learn by studying) and personality (social skills) to achieve such status.
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Most Recent Customer Reviews
Worth the money in the first few pages
I have been a management consultant for about 8 years, and running my own practice for six. Generally, I find 'growing your small business' books too general and based on retail or... Read more
Published on 9 April 2008 by Rachel Irvine
Essential Help for Consultants New and Old
I found this book by chance, looking for help on how to improve my consultancy business. Regardless of whether you have been providing consultancy services for some time or are new... Read more
Published on 19 Jan 2006
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