Million Dollar Consulting, Sixth Edition

Build a thriving 21st-century consultancy with an all-new edition of the classic bestseller In a world of rapidly evolving technologies and business paradigms, your consulting business needs to radically adapt its techniques and models. Taking full measure of these changes, Alan Weiss, the "Roc...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Weiss, Alan
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : McGraw-Hill Education, 2021.
Edición:6th ed.
Temas:
Consultants > Marketing.
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Cover
  • Title Page
  • Copyright Page
  • Dedication
  • Contents
  • Part 1. Philosophy
  • Chapter 1. The Twenty-First Century Expert
  • Expertise Is a State of Being
  • Providing Direction Depends on the Destination
  • The Process/Content Chasm
  • The Thought Leader Continuum
  • Chapter 2. Build It and Tell Them You've Built It, and THEN They Will Come
  • Selling Is Dead
  • What Brands Are Really About
  • When They Do Come, What Then?
  • Unified Field Theory of Marketing
  • Chapter 3. The Power of the Assertive Expert
  • Providing Free Value Continually
  • Why Being Plagiarized Pays
  • Copyright
  • Making Predictions
  • Peter Drucker Wasn't Amiable
  • Interlude I. The Yin and Yang of Clients and Prospects
  • Part 2. Value
  • Chapter 4. Maximizing Fees
  • Why Base Fees on Value
  • Fee Formulas
  • Collaborative, Referral, and Subcontractor Formulas
  • Seventy Ways to Increase Fees
  • Chapter 5. How to Write a Proposal That's Accepted Every Time
  • The Role of Conceptual Agreement
  • The Nine Components of a Proposal
  • Total Days to Cash (TDTC)
  • Interlude II. The Concept of Value
  • Part 3. Execution
  • Chapter 6. The Attack of the Esteem Monsters
  • No One Is Shooting at You
  • Esteem and Efficacy
  • The Power of Questions over Answers
  • Maybe There Was Something Under the Bed
  • Chapter 7. The Reality of Technology
  • The Utter Fallacy of Social Media
  • The Retail Market
  • How to Hire IT Help Without Becoming Helpless
  • Standing in the Public Square
  • Chapter 8. The Trusted Advisor
  • Coaching Isn't Consulting, and Advising Isn't Coaching
  • The Art of the Retainer
  • How to Position the Advisor Role: An Example Letter of Agreement
  • The Concierge Consultant
  • Interlude III. What's Your Worth?
  • Part 4. Meaning
  • Chapter 9. The Ethics of the Expert
  • Time-Based Fees Are All Unethical
  • When to Hold 'em and When to Fold 'em
  • Just Because It's Legal Doesn't Mean It's Right
  • The Power of Pro Bono
  • Chapter 10. Options for Growth
  • Boutique Is Such a Strange Word
  • Feeding Chicks
  • Valuation: Can You Sell What You've Created?
  • The Power of Solo
  • Chapter 11. Leverage: More Output for Less Input
  • Leverage: Using Something to Maximum Advantage
  • Alliances
  • Subcontracting
  • Outsourcing
  • Chapter 12. Crisis Consulting
  • Thriving in Ambiguity
  • Offering Help
  • Remote Marketing
  • Remote Delivery
  • Chapter 13. Legacy
  • Who's Pushing Your Buttons?
  • Creating Evergreen Intellectual Property
  • Who Do You Want to Be?
  • Epilogue. The Best Practices for Creating and Sustaining Your Endeavor
  • Logistical, Financial, Legal, Unusual
  • Advisory Board
  • Destinies and Eventualities
  • Threats and Responses
  • Appendix A. Tips from the Million Dollar Consulting Community
  • Appendix B. 101 Questions for Any Sales Situation You'll Ever Face
  • Index

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