Million Dollar Consulting: The Professional's Guide to Growing a Practice: Amazon.ca: Alan Weiss: Books

Product Description

Book Description

"A profoundly practical guide to all consultants who wish to grow their practices."-Thomas R. Horton, Chairman Emetrius, American Management Association. Smaller staffs, greater job complexity, and higher performance goals are boosting the demand for consultants. Updated, with new information on handling competition, high-tech consulting, and media positioning this acclaimed how-to resource gives consultants the tools and advice they need to grow a firm that rakes in a $1 million a year. Step by step it shows how to raise capital, reel in new clients, set fees, accelerate growth, and more.

From the Back Cover

Name Your Own Price In Today's Wide-Open Market! Are you still running your consulting business on a shoestring while giving your clients advice worth millions? It's time you got paid what you're really worth! This updated edition of the best-selling guide will show you how to market and develop your business into one that generates $1,000,000 or more annually. A classic that has helped thousands of consultants build their businesses and their incomes, it's how revised and updated to help you grab the amazing new opportunities in this era of corporate downsizing. From setting fees to hiring staff to winning over new clients and obtaining capital, Million dollar Consulting shows you how to develop a lucrative consulting business. You'll find practical, proven advice on how to: Target, land, and keep the kinds of powerful clients every consultant dreams of; Emply the most davantageious and lucrative bases for establishing fees (and the most persuasive arguments for telling a client you're raising them); Increase marketing and sales opportunities by integrating new technology into your business-including the savvy use of e-mail, computer-generated graphics, an effective web site on the Internet, and more; Establish your firm's image, intensify its profile, and make yourself a star through the use of promotion and publicity, networks and affiliations, and the speaking circuit.

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Customer Reviews

26 Reviews

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Average Customer Review

4.5 out of 5 stars (26 customer reviews)

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5.0 out of 5 stars A Million Dollar book!, Jan 17 2002

By A Customer

This review is from: Million Dollar Consulting: The Professional's Guide to Growing a Practice (Paperback)

My income keeps increasing by the day... This is one of the most powerful books I have ever read in my life.I bought this book over 2 years ago, I read it and then reread it over and over using it like a text book and I still refer to it often. The first year after I bought it I spent changing my attitude about myself, my clients and the way I perceived my client relationships and the 2nd year I spent creating the systems, processes & marketing to mushroom my business. This book has literally changed my life. I am no longer a slave to my clients but a master and they love it!Turned my business into a full consulting business with turnover growth exceeding all expectations enabling business premises purchase and multidimensional growth, including the creation of several new related companies.
If you do decide you want to be a serious consultant then there are plenty of hard decisions to make and tough calls but it's definately worth it. I find it a pleasure to abandon the low end of my business (even though it is sometimes painful) because it frees up more time for me to develop deeper relationships with my top clients so I can help them to achieve more of their goals and in turn this helps to achieve more of my own goals. I'm not at a million /year yet but I will reach a million / year next year and I'm loving every day in my business! My business is attracting lots of potential additional consultants and of course Alan has this covered too as there is a chapter on the topic of acquiring people in this book too. Alan obviously practices what he preaches because he really has thought of everything that you will encounter on your way to consulting success. Every consultant should own this book! Read it, breathe it, live it, sleep it and give yourself a quantam growth in income! Life doesn't get much better than having the luxury of choosing the people you want to work for (and work with) loving what you do and earning more than you ever dreamed possible without working 70 hours / week so you can care comfortably for your loved ones! Alan I take my hat off to you!You filled in the gaps I needed filled to start realising my true potential.

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5.0 out of 5 stars Great, usable, practical advice, Dec 15 2001

By

Harold McFarland (Florida) - See all my reviews
(TOP 1000 REVIEWER) (REAL NAME)

This review is from: Million Dollar Consulting: The Professional's Guide to Growing a Practice (Paperback)

To begin with you have to start with the title of the book so you understand where in the business cycle it applies. This is about growing a consulting practice and not about starting one. It assumes that you already have an established practice that you now want to expand. There is almost nothing in here related to the initial marketing and starting a new business.
The book also concentrates on the needs of small firms in terms of the number of employees and owners. This is not the book for a large consulting company although many of the principles can be applied to such companies.
Okay, now that that is out of the way, if you are wanting to grow a consulting business then this is a great book. It carefully goes through the most common mistakes that consultants make and how those mistakes keep their business from growing. The suggestions are strong, time tested and very valuable. I completed a Master's Degree in business and the items in this book were more valuable then the entire five years of college.
Does it work? My company grew until it became a target for merger with a competitor. Then we started a new division and are using the same techniques for it to grow and it is growing faster than anyone expected.
When it comes to proposals I prefer the much more in depth book by Tom Sant on Proposal Writing but this one still does a good job in that area. This is a great book for the already established consultant who just can't seem to get to that next step.

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5.0 out of 5 stars Great Tips on Almost Every Page, Dec 5 2001

By A Customer

This review is from: Million Dollar Consulting: The Professional's Guide to Growing a Practice (Paperback)

I am about to run out of my colored page markers. Alan Weiss understands what makes good business and is not afraid to lay it all out. He goes beyond the basics to give us key information for success.

This book should be on every consultants reading list. It should be read first and kept handy for future reference.

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