Description
Book SynopsisTable of ContentsIntroduction to the First Edition
Introduction to the Second Edition
Section I Genesis: Consulting as a Profession
Chapter 1 Origins and Evolution: From Whence We Came
The Role of a Consultant
The Ongoing Need
Various Forms
Examples of Success
The Future
Trend 1: The Transience of Talent
Trend 2: HR Becomes the Incredible Shrinking Function
Trend 3: Emerging Markets
Trend 4: Volunteerism
Trend 5: The Importance of Communities
Chapter 2 Creation: How to Establish and Dramatically Grow Your Business
Legal
Incorporation
Protection
Financial
Insurance
Retirement
Normal Conditions
Administrative Support and Resources
Emotional Support and Resources
Inordinate Fear of Risk
Time Demands and Loss of Attention
Dueling Careers
Two Available Structures
The True Solo Practitioner
The Firm Principal
Chapter 3 Philosophy: What You Believe Will Inform How You Act
Hydraulics: Raise Fees and Reduce Labor
Identifying True Buyers
Conceptual Agreement
Objectives
Measures of Success
Value
Leveraging
Principles of Leverage
Section II Exodus: Consulting as a Business
Chapter 4 The Journey: How to Market Your Value Rapidly and Profitably
Creating Gravity and Attraction
Reaching Out Effectively
Viral and Social Media Implementation
Creating an Accelerant Curve
Shameless Promotion
Technology Strategies
Chapter 5 Presence: How to Be an Authority and Expert
Creating and Nurturing a Brand
Expanding Products and Services
Considering Alliances
Referral Business
Client Referrals
Nonclient Referrals
Indirect Referrals
Advisory Business (Retainers)
Global Work
Chapter 6 Celebrity: How to be the Authority and Expert
Thought Leadership
Authorship
Value-Based Fees
Subcontracting, Franchising, Licensing
Subcontracting
Franchising
Licensing
The Talent Prevails
Reinvention
Creating Communities
Section III Deuteronomy: Consulting Methodology
Chapter 7 The Perfect Proposal: How to Write a Proposal That’s Accepted Every Time
Assuring Success
Find the Economic Buyer
Establish a Trusting Relationship with the Economic Buyer
Demonstrate That You Are a Peer of the Buyer, Not Lower-Level People
Always Create a Definitive Net Time and Date
Conceptual Agreement
Objectives
Measures of Success, or Metrics
Value
The Nine Components of a Great Proposal
1. Situation Appraisal
2. Objectives
3. Measures of Success
4. Value
5. Methodology and Options
6. Timing
7. Joint Accountabilities
8. Terms and Conditions
9. Acceptance
How to Submit
Never Suggest Phases
FedEx the Proposal
Create a Time and Date Certain to Review the Next Action
Don’t Add Bling
Before Submitting, Ask One Key Question
Be Prepared for Success
How to Close and Launch
The Buyer Wants to Meet
The Buyer Says That Some More People Will Look at the Proposal
The Buyer Loves Option 3 but Only Has Budget for Option 2
The Buyer Attempts to Negotiate Price
Chapter 8 Implementation: Simplicity Over Complexity
Occam’s Razor
Your Options Must Set the Stage for Simplicity
The Buyer Must Enforce Subordinate Accountability
Buyers Must Use Their Clout Where Needed
The Buyer Is Your Partner and Must Act Like One
The Key Stakeholders and Influence Points
Avoiding Scope Seep
Midcourse Corrections
Chapter 9 Disengaging: It’s Been Nice, but I Really Must Be Going
Demonstrating Success
Obtaining Referrals
Obtaining Repeat Business
Expansion
Transference
Creating Testimonials and References
Prepare the Buyer
Always Provide Options
Seek People Other Than Your Buyer
Use Multimedia
Provide Examples of What You Need
Guarantee Nonabuse
If Requested, Write It Yourself with Options
With References, Stipulate What’s Expected
Long-Term Leverage
Section IV Acts of the Apostles: Implementing Consulting Methodologies
Chapter 10 Interpersonal Methodologies: People First
Coaching
Facilitating
Conflict Resolution
Objectives
Alternatives
Conflict Over Objectives
Conflict Over Alternatives
Negotiating
Musts
Wants
Skills Development
Chapter 11 Teams and Groups: No One Is an Island
Leadership
Succession Planning
Career Development
Teams Versus Committees
Communications and Feedback
Alan’s Communications Criteria
Chapter 12 Organization Development: All the King’s Horses, and All the King’s Men
Strategy
Change Management
Cultural Change
Crisis Management
Innovation
Section V Proverbs: Consulting Success
Chapter 13 Ethics of the Business: What’s Legal Isn’t Always Ethical
When Bad Things Happen to Good Consultants
Case Studies on Ethics in Action
Financial Follies
Protection and Plagiarism
When to Refuse Business or Fire Clients
Doing Well by Doing Right
Chapter 14 Exit Strategies: Nothing Is Forever
Building Equity
Licensing Intellectual Property
Achieving Life Balance
Finding Successors and Buyers
Transitioning
Chapter 15 Payback and Reinvestment: We Build Our Houses and Then They Build Us
Mentoring Others
Advancing the State of the Art
Participation in the Evolution
The Future
Chapter 16 Consulting in Crisis Times
The Nature of Volatility
Disruption as A Weapon
Revelations
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Physical Appendix
Virtual Appendix
Notes
About the Author
Index
