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The Ultimate Consultant: Next Step Guide for the Successful Practitioner (Ultimate Consultant Series)

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The Ultimate Consultant: Next Step Guide for the Successful Practitioner (Ultimate Consultant Series) Cover

 

Synopses & Reviews

Publisher Comments:

Are you an experienced, successful, and sophisticated consultant who is unwittingly falling victim to the success trap? You are in the success trap, if you simply keep doing more of what made your practice thrive in the first place. "This," says top business consultant, speaker, and author Alan Weiss, "is professional suicide."In The Ultimate Consultant, Alan Weiss shows accomplished business consultants (and those who aspire to be!) how to avoid the common pitfalls of success and raise their performance level for even greater results. As Weiss explains, in order to stay on top of their game, consultants must constantly grow, seek out and acquire new clients, and stretch their abilities and competencies so they will be of value to higher level buyers in a wider range of organizations. The more prospects you attract, the more you are able to determine with whom you'll work, where you'll work, when you'll work, and for what fee you'll work. Within these pages, the author reveals how you can control these dynamics that are crucial for determining success.The Ultimate Consultant-the first book in a series written for experienced practitioners--is filled with helpful interviews and vignettes from an array of successful consultants from around the world, and offers the templates, examples, information and tools you need to transform your business. The Ultimate Consultant includes:* Forty tips that can increase your fees?tomorrow* Ten tested techniques for springboarding to potential clients* Information on how you can make money while you sleep with newsletters, audio and video, commercial and self-publishing* Ten-criteria to test peer-level collaborators* The simplest, most effective time management tool ever* 50 techniques to enhance life balanceWith this indispensable resource as your guide you can learn how to become an ultimate consultant and take your business to new heights.Alan Weiss-consultant, speaker, and author-is the founder and CEO of Summit Consulting Group, Inc. His clients have included Merck, Hewlett-Packard, State Street Corp., Fleet Bank, Coldwell Banker, and Merrill Lynch. He is adjunct professor in the Graduate School of Business at the University of Rhode Island where he teaches a course on advanced consulting skills.

Book News Annotation:

With techniques, rules, case studies, and insights from successful consultants, Weiss (business, U. of Rhode Island) advises on improving consulting skills, avoiding "success trap" complacency, and achieving life balance. Appends evaluation questions, proposal components, and sources for contacting media experts. The author has his own consulting firm to practice what he preaches.
Annotation c. Book News, Inc., Portland, OR (booknews.com)

Synopsis:

The Ultimate Consultant--the first book in a series written for experienced practitioners--is filled with helpful interviews and vignettes from an array of successful consultants from around the world, and offers the templates, examples, information, and tools you need to transform your business.

This essential, hands-on resource includes:

* Forty tips that can increase your fees--tomorrow

* Ten tested techniques for springboarding to potential clients

* Information on how you can make money while you sleep with newsletters, audio and video, commercial and self-publishing

* Ten-criteria to test peer-level collaborators

* The simplest, most effective time management tool ever

* 50 techniques to enhance life balance

With this indispensable resource as your guide you can learn how to become an ultimate consultant and take your business to new heights!

Synopsis:

The Ultimate Consultant is a hands-on resource written for successful consultants (and those who want to be!) who are ready to turn it up a notch and watch their businesses grow to new heights. The Ultimate Consultantgoes beyond the commonplace advice of how to get started or get to the next level and acts as a practical field guide for consultants who already have a thriving practice. Filled with down-to-earth advice that you can use to improve your practice immediately, The Ultimate Consultant showshow you can:? Control the nature of business you accept? Choose your clients? Increase your income? Find work and interactions that are constantly stimulating and educational

About the Author

ALAN WEISS consultant, speaker, and author-is the founder and CEO of Summit Consulting Group, Inc. His clients have included Merck, Hewlett-Packard, State Street Corp., Fleet Bank, Coldwell Banker, and Merrill Lynch. He is adjunct professor in the Graduate School of Business at the University of Rhode Island where he teaches a course on advanced consulting skills.

Table of Contents

Introduction.

Acknowledgments.

Chapter 1. Acquiring Fortune 1000 Clients: Why Size Doesn't Matter.

Establishing Relationships with Major Buyers: Rainmaking.

Ten Techniques to Build High-Level Buyer Relationships: Making Rain.

Why Size Doesn't Matter.

Using the Springboard to Other Potential Clients.

Ten Techniques for Springboard Marketing.

The Ultimate Rules.

Chapter 2. Value-Based Fees: If You're Charging by the Hour or Day, You're an Amateur.

The Concept of Value-Based Fees.

The Key to High Fees Is Not to Mention Fees.

Thirty-Eight Ways to Increase Your Fees, Beginning Tomorrow.

The Ultimate Rules.

Chapter 3. Marketing and Publicity: Creating Gravitational Pull.

Creating a Strong Gravitational Field.

Pro Bono Work.

Commercial Publishing.

Position Papers.

Radio and Television Interviews.

Advertising and Passive Listings.

Speaking Engagements.

Websites and Electronic Newsletters.

Word of Mouth, Referrals, and Third-Party Endorsements.

Trade Association Leadership.

Classroom Teaching.

Alliances and Networking.

The Ultimate Rules.

Chapter 4. Branding and Celebrity: A Brand in the Hand Beats Feet on the Street.

What Is a Brand and Why Do It?

How Do You Attain a Brand Without Pulling a Muscle?

The Fine Art of Contrarianism.

Capitalizing on Your Brand.

Testing and Protecting Your Brand.

Obtaining Celebrity Status.

Ten Ways to Promote Celebrity.

The Ultimate Rules.

Chapter 5. Passive Income: Making Money While You Sleep.

Commercial Publishing.

Self-Publishing.

Audio and Video.

Newsletters.

Offsite Advice.

Transitioning to Softer Landings.

The Ultimate Rules.

Chapter 6. Joint Ventures: When 1 + 1 = 64.

Forming Partnerships with Colleagues.

Forming Alliances with Larger Entities.

And Now a Word from Our Sponsor.

The Blight of Brokers.

The Ultimate Rules.

Chapter 7. International Business: The Peripatetic Consultant.

Ten Reasons Why You Should Get Out of Town.

Approaching and Exploiting U.S. Multi-Nationals.

Working with Foreign-Based Firms.

Overseas Alliances.

Ten Ways to Establish an International Presence.

Protecting Yourself as an Internationalist.

The Ultimate Rules.

Chapter 8 Managing Time: Or How to Be at the Pool by Two in the Afternoon.

Avoiding Scope Creep.

Minimizing Labor-Intensive Requirements.

Utilizing Client Resources.

Managing Concurrent Projects.

Ten Techniques to Always Squeeze in More Business.

The Simplest, Most Effective Time Management Tool Ever Created.

Tips for the Truly Time-Challenged.

The Ultimate Rules.

Chapter 9. Working with Family-Owned and Smaller Businesses: What to Do When You're Competing with the Mortgage Payments.

The Large and the Small of the Small Business Market.

Competing with the Rent Money.

Managing the Owner's Emotions and Expectations.

Special Section: Accepting Equity for Your Services.

Ten Ways to Avoid the Perils of Consulting with Smaller Businesses.

The Ultimate Rules.

Chapter 10. Avoiding the Success Traps: Creating New Approaches and Taking Prudent Risks.

Signs of the Success Trap.

Using New Technologies.

Creating Proprietary Models and Techniques.

The Consultant as Entrepreneur.

Things to Come.

The Ultimate Rules.

Chapter 11. Life Balance: The Ultimate Outlook.

Working Less and Living More.

The Future of the Business.

Ultimate Rewards.

The Ultimate Rules.

Appendix A: Questions to Ask for Objectives, Measures, and Value.

Appendix B: Components of a Sample Book Treatment.

Appendix C: Sources for Media and Advertising "Experts".

Index.

Product Details

ISBN:
9780787955083
Subtitle:
Powerful Techniques for the Successful Practitioner
Author:
Weiss, Alan
Publisher:
Pfeiffer
Location:
San Francisco, Calif.
Subject:
General
Subject:
Marketing
Subject:
Questions & Answers
Subject:
Consulting
Subject:
Business consultants
Subject:
Consultants
Subject:
Consultants -- Marketing.
Subject:
Business-Consulting
Copyright:
Edition Description:
Includes bibliographical references and index.
Series:
Ultimate Consultant Series
Series Volume:
no. 14
Publication Date:
April 2001
Binding:
Electronic book text in proprietary or open standard format
Grade Level:
General/trade
Language:
English
Illustrations:
Yes
Pages:
288
Dimensions:
9.12x7.52x.62 in. 1.10 lbs.

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Related Subjects

Business » Consulting
Health and Self-Help » Health and Medicine » General
Health and Self-Help » Health and Medicine » General Medicine

The Ultimate Consultant: Next Step Guide for the Successful Practitioner (Ultimate Consultant Series) New Hardcover
0 stars - 0 reviews
$42.00 In Stock
Product details 288 pages Jossey-Bass - English 9780787955083 Reviews:
"Synopsis" by , The Ultimate Consultant--the first book in a series written for experienced practitioners--is filled with helpful interviews and vignettes from an array of successful consultants from around the world, and offers the templates, examples, information, and tools you need to transform your business.

This essential, hands-on resource includes:

* Forty tips that can increase your fees--tomorrow

* Ten tested techniques for springboarding to potential clients

* Information on how you can make money while you sleep with newsletters, audio and video, commercial and self-publishing

* Ten-criteria to test peer-level collaborators

* The simplest, most effective time management tool ever

* 50 techniques to enhance life balance

With this indispensable resource as your guide you can learn how to become an ultimate consultant and take your business to new heights!

"Synopsis" by , The Ultimate Consultant is a hands-on resource written for successful consultants (and those who want to be!) who are ready to turn it up a notch and watch their businesses grow to new heights. The Ultimate Consultantgoes beyond the commonplace advice of how to get started or get to the next level and acts as a practical field guide for consultants who already have a thriving practice. Filled with down-to-earth advice that you can use to improve your practice immediately, The Ultimate Consultant showshow you can:? Control the nature of business you accept? Choose your clients? Increase your income? Find work and interactions that are constantly stimulating and educational
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