Getting Started in Consulting 3rd Edition by Alan Weiss ISBN 1118258150 9781118258156

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ISBN 10: 1118258150 
ISBN 13: 9781118258156
Author: Alan Weiss

The Unbeatable, Updated, Comprehensive Guidebook For First-Time Consultants

Getting Started In Consulting

More people than ever are making the jump from corporate offices to home offices, taking control of their futures, being their own bosses, and starting their own consultancies. Consulting is a bigger business than ever and growing every day.

For almost a decade, Alan Weiss’s Getting Started in Consulting has been an indispensable resource for anyone who wants to strike out on his own and start a new consulting business. It provides a rich source of expert advice and practical guidance, and it shows you how you can combine low overhead and a high degree of organization to add up to a six- or even seven-figure income. You’ll learn everything you need to know about financing your business, marketing your services, writing winning proposals, meeting legal requirements, setting fees, keeping the books, and much more.

This new Third Edition of Getting Started in Consulting is more comprehensive, up to date, and practical than ever. In addition to the nuts-and-bolts basics, you’ll also get a wealth of new information and resources:

• How to leverage new technologies to lower your business costs and increase your profits

  • A budget sampler that shows you how best to maximize an initial start-up investment of $5,000, $10,000, or $20,000

    • Free downloadable tools and forms to help you design and start your business quickly and easily

      • New interviews with consultants who achieved rapid success, including their personal stories and most effective techniques

        • Brand-new references, examples, and appendices

          If your dream in life is to get out of the office and out on your own, consulting is a great way to make it happen. Make sure you do it right?and do it profitably?with Getting Started in Consulting, Third Edition.

Getting Started in Consulting 3rd Table of contents:

Chapter 1 Your Mindset Will Determine Your Success
The Notion of Value
Support Systems
Basic Necessities
Hitting the Ground Running
Notes
Chapter 2 Barging into the Business
The Concept of Marketing Gravity
Calling Everyone You Know
Making Money by Working for Free (Pro Bono)
Networking Is a Process, Not an Event
Notes
Chapter 3 Becoming a Marketer
Creating an Accelerant Curve
Money Talks
Wholesale and Retail
Passive Income
Notes
Chapter 4 Technology for the Next Nine Seconds
The Greatest Technology Myths
The Role of a Website Might Surprise You
Social Media Platforms Are Often Tilted
Remaining Cutting Edge without Hurting Yourself
Notes
Chapter 5 Finding the Economic Buyer
Saint Paul Was the First Virtual Marketer
HR Stands for “Hardly Relevant”
Charging Past Gatekeepers
The Peerage
Note
Chapter 6 In the Buyer’s Office
Establishing Trust
Finding Issues and Dynamic Capture
Gaining Conceptual Agreement
Pouring Concrete
Chapter 7 Closing the Sale
How to Write a Proposal That’s Accepted Every Time
Why Buyers Go Dark
You’re Actually Closing Three Sales; Don’t Lose Two
The Virtual Handshake
Notes
Chapter 8 Paying the Mortgage
How to Establish Value-Based Fees
Fee Formulas
Fifty Factors to Consider
Other Fee Considerations
Notes
Chapter 9 Moving On Up
Fastening the Watertight Doors
Why You Don’t Need a Staff and How to Find Resources
Passive Income Alternatives
Working Globally
Notes
Chapter 10 Living the Dream
Building Your Brand
Moving to Advisory (Vault) Work
Intellectual Property and Thought Leadership
The Essence of a Career
Notes
Appendix A 101 Questions for Any Sales Situation You’ll Ever Face
Qualifying the Prospect
Finding the Economic Buyer
Rebutting Objections
Establishing Objectives
Establishing Metrics
Assessing Value
Determining the Budget Range
Preventing Unforeseen Obstacles
Increasing the Size of the Sale
Going for the Close
The Most Vital Question
Question
Appendix B Suggested Reading in the Field
Appendix C Sample Proposal
Situation
Objectives
Measures of Success
Value
Method and Options
Timing
Joint Accountabilities
Terms and Conditions
Acceptance
Appendix D Sample Long Biographical Sketch
Alan Weiss: Biographical Sketch
Appendix E Sample Short Biographical Sketch
Appendix F Further Resources
Index

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Tags: Alan Weiss, Consulting