{"product_id":"great-consulting-challenges-9780787955106","title":"Great Consulting Challenges","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eGreat Consulting Challenges: And How to Surmount Them showshow consultants can use the wisdom gleaned from Weiss''s ownpractice and from other seasoned members of the profession to helpovercome persistent problems and next-level challenges. Weissexplains that as consultants'' careers develop and become moresophisticated and complex, so do the challenges they encounter. Forexample, the question of price competition occurs at every level ofthe consulting business, yet the techniques for astutely resolvingthe issue can be vastly different for the veteran consultant ascompared to the novice who is merely trying to establish a newbusiness. In this book, Alan Weiss discusses the great consultingchallenges in key areas such as marketing, selling, delivery, andpractice management and offers practical advice for overcomingcommon problems and learning to thrive as a consultant.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"Those of us in the practice of consulting to management recognizethe continuing \"consulting challenges\" in today's sophisticatedworld of management. Alan Weiss has done a superb job in his latestbook. The road map he gives, Great Consulting Challenges and Howto Surmount Them, constitutes the foundation for an impressivegrowth pattern for each of us in management consulting.\" --Vito A. Tanzi, founding chairman, National Bureau of CertifiedConsultants\u003cbr\u003e \u003cbr\u003e \"A must-read for the seasoned consultant. Alan's usuallycounterintuitive lessons learned from his experiences make usrethink (again) our own approach-- based on our experiences. Ifound some significant improvements I can make, and you will, too.\"-- Norman R. Eckstein, president, Eckstein ManagementConsulting and chairman, Institute of Management Consultants\u003cbr\u003e \u003cbr\u003e \"Once again Alan Weiss has given us an engaging, colorful,entertaining, but above all, practical book for the seriousconsultant. As Weiss takes us through his real-world personalconsulting challenges and how they were won or lost, we build ourown consulting strategies for success.\" -- E. Michael Shays,past chairman, Institute of Management Consultants\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eIntroduction.  \u003cp\u003eAcknowledgments.\u003c\/p\u003e \u003cp\u003ePART ONE: Marketing Challenges.\u003c\/p\u003e \u003cp\u003eCHAPTER 1: Lack of Industry Experience.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eAren't You a Stranger in These Parts?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eHow to Apply Process Skills in a Sales Situation.\u003c\/p\u003e \u003cp\u003eCHAPTER 2: Too Narrow a Niche.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eIs It Me, or Are the Walls Getting Closer?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eThe Signs of \"Nichedom\".\u003c\/p\u003e \u003cp\u003eEscaping the Niche Without Destroying It.\u003c\/p\u003e \u003cp\u003eThe Generalization of Specialization.\u003c\/p\u003e \u003cp\u003eCHAPTER 3: Relative Lack of Resources.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eHow Does a Lone Wolf Create Galloping Herds?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eVirtual Infrastructure.\u003c\/p\u003e \u003cp\u003eClient Preparation.\u003c\/p\u003e \u003cp\u003eCHAPTER 4: The Cost of Distant Marketing.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWhere, Exactly, Is Lower Kumquat?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eTen Reasons to Go No Matter What.\u003c\/p\u003e \u003cp\u003eWhen Can You Charge for the Privilege?\u003c\/p\u003e \u003cp\u003eCHAPTER 5: Poor Name Recognition.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eIf You're So Good, How Come I Never Heard of You?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Name Recognition?\u003c\/p\u003e \u003cp\u003eWhy Bother with Name Recognition?\u003c\/p\u003e \u003cp\u003eFive Techniques to Achieve Name Recognition.\u003c\/p\u003e \u003cp\u003eCHAPTER 6: Pipeline Dry.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eDoesn't It Ever Rain Around Here Anymore?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eUnderstanding the Pipeline.\u003c\/p\u003e \u003cp\u003eFive Ways to Fill the Pipes.\u003c\/p\u003e \u003cp\u003eCHAPTER 7: Economic Downturns or Uncertainty.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eSailing Through Conflicting Winds and Tides.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eEconomic Downturns.\u003c\/p\u003e \u003cp\u003eUncertain Times.\u003c\/p\u003e \u003cp\u003eCHAPTER 8: No Interest After the First Contact.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWill You Still Love Me Tomorrow?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eWhy Don't People Return Your (Frantic) Calls?\u003c\/p\u003e \u003cp\u003eWhat to Do When There's Just an Echo of Your Own Voice.\u003c\/p\u003e \u003cp\u003eCHAPTER 9: Differentiation Difficulties.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eIf It Walks Like a Duck....\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eThe Progression of Differentiation.\u003c\/p\u003e \u003cp\u003eOngoing Differentiation.\u003c\/p\u003e \u003cp\u003eCHAPTER 10: Poor or Outmoded Positioning.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eToo Much Same Old, Same Old.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eHow To Get into a Really Comfortable Position.\u003c\/p\u003e \u003cp\u003eHow to Detect and Recover from Poor Positioning.\u003c\/p\u003e \u003cp\u003ePART TWO: Sales Challenges.\u003c\/p\u003e \u003cp\u003eCHAPTER 11: Price Competition.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eI Can Name That Song in One Note.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eThe Ten Deadly Sins of Creating Your Own Price Competition.\u003c\/p\u003e \u003cp\u003eThe Dimension of Price.\u003c\/p\u003e \u003cp\u003eCHAPTER 12: Requests for Proposals (RFPs).\u003c\/p\u003e \u003cp\u003e\u003ci\u003eIf This Is a Request, Then What Would a Demand Be?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eHow to Circumvent RFPs.\u003c\/p\u003e \u003cp\u003eWinning the RFP.\u003c\/p\u003e \u003cp\u003eCHAPTER 13: Intimidation.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eKilling Me Softly with His Song....\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eThe Secrets of Self-Esteem and \"Unintimidateability\".\u003c\/p\u003e \u003cp\u003eCHAPTER 14: Getting Business at the Wrong Price.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eBrother, Can You Spare a Dime?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eThe Dreadful Causes of Under-Pricing.\u003c\/p\u003e \u003cp\u003eArcane Science: How to Recover from a Fee That's Too Low.\u003c\/p\u003e \u003cp\u003eCHAPTER 15: Gatekeepers and Blockers.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eOr Why Ayn Rand Was Right All Along.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eHow to Avoid the Gatekeeper Altogether.\u003c\/p\u003e \u003cp\u003eThree Ways to Get Past Gatekeepers.\u003c\/p\u003e \u003cp\u003eCHAPTER 16: Elongated Closing Times.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eHow Long Is It Till \"the Cows Come Home\"?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eAccelerating the Close.\u003c\/p\u003e \u003cp\u003eWhen Time Drags on Remorselessly.\u003c\/p\u003e \u003cp\u003eCHAPTER 17: No Response\/No Return Calls.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eHello, Earth...Hello, Earth....\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eEnsuring a Response.\u003c\/p\u003e \u003cp\u003eWhen to Hold and When to Fold.\u003c\/p\u003e \u003cp\u003eCHAPTER 18: Poor \"Pitch\".\u003c\/p\u003e \u003cp\u003e\u003ci\u003eANY Pitch Is a Poor Pitch.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eWhat Do You Say After You Say, \"Hello\"?\u003c\/p\u003e \u003cp\u003eWhat to Do if the Pitch Is Required Anyway.\u003c\/p\u003e \u003cp\u003eCHAPTER 19: Relegation to Lower Levels.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Ones That Get Away.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eNever Voluntarily (or Involuntarily) Leave the Buyer.\u003c\/p\u003e \u003cp\u003eCHAPTER 20: Poor Follow-Up.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eKeep a-Knockin' but You Can't Come In.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eEstablishing Effective Follow-Up Strategies.\u003c\/p\u003e \u003cp\u003eThe Most Surprising Tactic with Leads.\u003c\/p\u003e \u003cp\u003ePART THREE: Delivery Challenges.\u003c\/p\u003e \u003cp\u003eCHAPTER 21: Undermining the Project.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWith Friends Like These, Who Needs Enemies?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eCo-Opting the Buyer.\u003c\/p\u003e \u003cp\u003eWhen the Buyer Is the Saboteur.\u003c\/p\u003e \u003cp\u003eCHAPTER 22: Scope Creep.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThere's a Fungus Among Us.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eHow to Stop Scope Creep.\u003c\/p\u003e \u003cp\u003eSome Other Aspects of the Fungus.\u003c\/p\u003e \u003cp\u003eCHAPTER 23: International Challenges.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eHe Must Be Happy; He's Shouting at Me.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eThe Most Critical Challenges.\u003c\/p\u003e \u003cp\u003eAdvantages You Might Not Have Thought About.\u003c\/p\u003e \u003cp\u003eCHAPTER 24: Abrupt Client Change and Trauma.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eCome On, Let's All Sing \"Kumbaya\".\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eFirst Response (Get the Emergency Vehicles Rolling).\u003c\/p\u003e \u003cp\u003eSubsequent Responses (Organize the Resources).\u003c\/p\u003e \u003cp\u003eCHAPTER 25: Project Failure.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eUh, Oh.?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eWhy Projects Fail.\u003c\/p\u003e \u003cp\u003eWhat to Do when the Project Fails.\u003c\/p\u003e \u003cp\u003eCHAPTER 26: The Client Doesn't Implement.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWhat Was It About \"Don't Do That\" That You Didn't Understand?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eWhy Bad Things Happen to Good Consultants.\u003c\/p\u003e \u003cp\u003eLeading the Client Through the Swamp.\u003c\/p\u003e \u003cp\u003eAnd if the Client Doesn't Implement Anyway....\u003c\/p\u003e \u003cp\u003eCHAPTER 27: Political Agendas.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWelcome to the Front Lines, and Keep Your Head Down.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eThe Hallmarks of a Political Maelstrom.\u003c\/p\u003e \u003cp\u003eWhat to Do About Overwhelming Political Agendas.\u003c\/p\u003e \u003cp\u003eWhen Politics Emerge Suddenly.\u003c\/p\u003e \u003cp\u003eCHAPTER 28: No Agreement on Progress or Contribution.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWhat Have You Done for Me Lately?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eThe Surprising Origin of the Challenge.\u003c\/p\u003e \u003cp\u003eHow to Handle a Derailment.\u003c\/p\u003e \u003cp\u003eCHAPTER 29: Lip Service Support.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eDo As I Say, Not As I Do.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eWhy Lip Service Managers Act That Way.\u003c\/p\u003e \u003cp\u003eHow to Change Lip Service to \"At Your Service\".\u003c\/p\u003e \u003cp\u003eThe Hallmarks of Lip Service.\u003c\/p\u003e \u003cp\u003eCHAPTER 30: Project Management Challenges.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWhat Now?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eWhen Bad Things Happen to Good Projects.\u003c\/p\u003e \u003cp\u003eADifferent View of Project Management.\u003c\/p\u003e \u003cp\u003ePART FOUR: Practice Management Challenges.\u003c\/p\u003e \u003cp\u003eCHAPTER 31: Cash Flow.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eIf You Took the Risks, Reap the Rewards.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eMaximizing Personal Margins.\u003c\/p\u003e \u003cp\u003eDisappearing Profits.\u003c\/p\u003e \u003cp\u003eThe Bottom Line on the Bottom Line.\u003c\/p\u003e \u003cp\u003eCHAPTER 32: Learning and Growth.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eIf You're Not Moving, Someone's Passing You.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eThe Elements of Lifelong Learning: Process.\u003c\/p\u003e \u003cp\u003eFour Dimensions of Continual Learning.\u003c\/p\u003e \u003cp\u003eCHAPTER 33: Slow Payment.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eTry to Tell the Bank That the Mortgage Payment Will Be There Eventually.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eTen Steps Toward Educating the Bill Payer.\u003c\/p\u003e \u003cp\u003eAdditional Air Cover.\u003c\/p\u003e \u003cp\u003eCHAPTER 34: Overhead and Margins.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eIt Ain't What You Make, It's What You Keep.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eOverhead Is Anathema to This Business.\u003c\/p\u003e \u003cp\u003eWhy You Should Never Hire People.\u003c\/p\u003e \u003cp\u003eHow to Subcontract Successfully.\u003c\/p\u003e \u003cp\u003eCHAPTER 35: Theft of Intellectual Property.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eImitation Is the Sincerest Form of Flattery and Fraud.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Rightly Ours?\u003c\/p\u003e \u003cp\u003eThe Rudiments of Protection.\u003c\/p\u003e \u003cp\u003eWhen to Protect and When to Share.\u003c\/p\u003e \u003cp\u003eCHAPTER 36: Illness and Disability.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eI Think I Just Fell Off the Treadmill.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eInsurance Tactics.\u003c\/p\u003e \u003cp\u003eBusiness Tactics.\u003c\/p\u003e \u003cp\u003eCHAPTER 37: Travel and Quality of Life.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eSee the Pyramids Along the Nile....\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eHow to Travel Like a King.\u003c\/p\u003e \u003cp\u003eSelfishness About the Quality of Your Life.\u003c\/p\u003e \u003cp\u003eCHAPTER 38: Tax Problems.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThey Keep Telling Me It's a Good Problem to Have.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eThe Absolute Need to Spend Pre-Tax Dollars.\u003c\/p\u003e \u003cp\u003eSpecific Tax Recommendations.\u003c\/p\u003e \u003cp\u003eCHAPTER 39: State-of-the-Art Changes.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWhere Did You Get That Stuff?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eFad vs. Trend.\u003c\/p\u003e \u003cp\u003eThe Halls of Shame and Fame.\u003c\/p\u003e \u003cp\u003eCHAPTER 40: Life Goals and Balance.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWork Supports Life, Not Vice Versa.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eThere Is No Perfect Balance.\u003c\/p\u003e \u003cp\u003eThe Road from Here.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":53515483316567,"sku":"9780787955106","price":42.75,"currency_code":"GBP","in_stock":true}],"url":"https:\/\/bookcurl.com\/products\/great-consulting-challenges-9780787955106","provider":"Book Curl","version":"1.0","type":"link"}