- Paperback: 248 pages
- Publisher: Dorset House; First Edition edition (Jan. 1 1986)
- Language: English
- ISBN-10: 0932633013
- ISBN-13: 978-0932633019
- Product Dimensions: 15.9 x 1.9 x 23.5 cm
- Shipping Weight: 454 g
- Average Customer Review: 20 customer reviews
- Amazon Bestsellers Rank: #104,932 in Books (See Top 100 in Books)
The Secrets of Consulting: A Guide to Giving and Getting Advice Successfully Paperback – Jan 1 1986
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Take a look behind the scenes at the art of consulting, which can also be defined as influencing people at their request. Topics include gaining control of change, marketing and pricing your services, what to do if your ideas meet resistance, and more.
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The First Law of Consulting: In spite of what your client may tell you, there's always a problem.
The Second Law of Consulting: No matter how it looks at first, it's always a people problem.
The Third Law of Consulting: Never forget they're paying you by the hour, not by the solution.
The Fourth Law of Consulting: If they didn't hire you, don't solve they're problem.
Some of my many favorite laws, rules, and principles:
The Bolden Rule: If you can't fix it, feature it.
The Lone Ranger Fantasy: When the clients don't show their appreciation, pretend that they're stunned by your performance - but never forget that it's your fantasy, not theirs.
Marvin's Second Great Secret: Repeatedly curing a system that can cure itself will eventually create a system that can't.
Have you seen the new poster that reads "Consulting: If you're not a part of the solution, there's good money to be made in prolonging the problem."? Weinberg would not agree with this statement - his Sixth Law of Pricing says that if they don't like your work, don't take their money. An alternative to these types of posters? Blow up the cartoon illustrations in this book and hang them in your office.
A lot of consulting books are filled with fluff, common sense advice that you already know, or only ONE good thought in 250 pages. In 17 years of consulting, however, I've never found a better guide to solving the REAL business problems that you'll encounter. (And it's useful for more than just consultants, too.) Weinberg gets his message across in simple, memorable anecdotes that I can recite perfectly, fifteen years after I first read the book: The Orange Juice Rule, Rudy's Rutabaga Rule.
Here's one fer-instance. A client says that he wants something special done in a project you've already budgeted and possibly already started. Do you tell her "no way!" and lose the business? Do you do the extra work, grumbling about it (and maybe losing money on the deal)? Or do you apply the Orange Juice Rule? (You don't think I'll give away the answer, do ya?) I can't tell you how often I've applied the Orange Juice Rule and saved my business relationship as well as my own budget.
Besides, this book is just plain fun to read. It's light enough to be entertaining, but his advice will help you run your business better... for several years.
Gerald Weinberg covers the key aspect of the consulting business: getting and giving advice. He vividly illustrates the sometimes difficult-to-understand fact that the business is about making money while problem solving, NOT about getting personal credit. His advice will aid in building confidence in yourself, and in your ability to hear and analyze the environments in which you problem-solve.
This book is a simple, quick read - a MUST read for anyone interested in improving their consulting skills.
Consulting, several years ago. It took me years
to realize just how much I'd learned from it,
although even at the time I would have told you
it has the highest density of epiphanies-per-page
I've encountered in any business book. His
"orange juice rule" has helped me to do and say
the RIGHT thing... wow, I couldn't even estimate
I've looked at a lot of consulting books. This is
the one I keep coming back to.
There may be something else beside that, but as I said, it's hard to put a finger on what exactly it is. It's kind of a good book, but I wish it was reworked so it's not as annoying to read. Therefore I gave it a 3. In other words, this is a mediocre book that is worth buying <g>. Now, *that's* clear writing, isn't it <g>?
Looking back, this is THE book that greatly influenced my personal life and my career as a CAD specialist.
Marvin's Third Great Secrets : "Every prescription has two parts: the medicine and the method of ensuring correct use."
Get a copy of this book.
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