{"product_id":"the-ultimate-consultant-next-step-guide-for-the-successful-practitioner-9780787955083","title":"The Ultimate Consultant Next Step Guide for the","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThis text is for the successful solo practitioner, mid-sized firm principal, or large firm practice leader who is already doing very well and, consequently, has few peers from whom to continue to learn. It guides them on managing a profitable practice, and developing their consultation skills.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"...a source of much wisdom...\" (Supply Management, 15 November, 2001)  \u003cp\u003e\"...the methodical presentation of ideas, in a readable way, makes this book commendable...\" (Professional Manager, January 2002)\u003c\/p\u003e \u003cp\u003e“…if you want loads of useful advice…this is the book for you…” (Training Journal, July 2003)\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eIntroduction.\u003cbr\u003e \u003cbr\u003e Acknowledgments.\u003cbr\u003e \u003cbr\u003e Chapter 1. Acquiring Fortune 1000 Clients: Why Size Doesn't Matter.\u003cbr\u003e \u003cbr\u003e Establishing Relationships with Major Buyers: Rainmaking.\u003cbr\u003e \u003cbr\u003e Ten Techniques to Build High-Level Buyer Relationships: Making Rain.\u003cbr\u003e \u003cbr\u003e Why Size Doesn't Matter.\u003cbr\u003e \u003cbr\u003e Using the Springboard to Other Potential Clients.\u003cbr\u003e \u003cbr\u003e Ten Techniques for Springboard Marketing.\u003cbr\u003e \u003cbr\u003e The Ultimate Rules.\u003cbr\u003e \u003cbr\u003e Chapter 2. Value-Based Fees: If You're Charging by the Hour or Day, You're an Amateur.\u003cbr\u003e \u003cbr\u003e The Concept of Value-Based Fees.\u003cbr\u003e \u003cbr\u003e The Key to High Fees Is Not to Mention Fees.\u003cbr\u003e \u003cbr\u003e Thirty-Eight Ways to Increase Your Fees, Beginning Tomorrow.\u003cbr\u003e \u003cbr\u003e The Ultimate Rules.\u003cbr\u003e \u003cbr\u003e Chapter 3. Marketing and Publicity: Creating Gravitational Pull.\u003cbr\u003e \u003cbr\u003e Creating a Strong Gravitational Field.\u003cbr\u003e \u003cbr\u003e Pro Bono Work.\u003cbr\u003e \u003cbr\u003e Commercial Publishing.\u003cbr\u003e \u003cbr\u003e Position Papers.\u003cbr\u003e \u003cbr\u003e Radio and Television Interviews.\u003cbr\u003e \u003cbr\u003e Advertising and Passive Listings.\u003cbr\u003e \u003cbr\u003e Speaking Engagements.\u003cbr\u003e \u003cbr\u003e Websites and Electronic Newsletters.\u003cbr\u003e \u003cbr\u003e Word of Mouth, Referrals, and Third-Party Endorsements.\u003cbr\u003e \u003cbr\u003e Trade Association Leadership.\u003cbr\u003e \u003cbr\u003e Classroom Teaching.\u003cbr\u003e \u003cbr\u003e Alliances and Networking.\u003cbr\u003e \u003cbr\u003e The Ultimate Rules.\u003cbr\u003e \u003cbr\u003e Chapter 4. Branding and Celebrity: A Brand in the Hand Beats Feet on the Street.\u003cbr\u003e \u003cbr\u003e What Is a Brand and Why Do It?\u003cbr\u003e \u003cbr\u003e How Do You Attain a Brand Without Pulling a Muscle?\u003cbr\u003e \u003cbr\u003e The Fine Art of Contrarianism.\u003cbr\u003e \u003cbr\u003e Capitalizing on Your Brand.\u003cbr\u003e \u003cbr\u003e Testing and Protecting Your Brand.\u003cbr\u003e \u003cbr\u003e Obtaining Celebrity Status.\u003cbr\u003e \u003cbr\u003e Ten Ways to Promote Celebrity.\u003cbr\u003e \u003cbr\u003e The Ultimate Rules.\u003cbr\u003e \u003cbr\u003e Chapter 5. Passive Income: Making Money While You Sleep.\u003cbr\u003e \u003cbr\u003e Commercial Publishing.\u003cbr\u003e \u003cbr\u003e Self-Publishing.\u003cbr\u003e \u003cbr\u003e Audio and Video.\u003cbr\u003e \u003cbr\u003e Newsletters.\u003cbr\u003e \u003cbr\u003e Offsite Advice.\u003cbr\u003e \u003cbr\u003e Transitioning to Softer Landings.\u003cbr\u003e \u003cbr\u003e The Ultimate Rules.\u003cbr\u003e \u003cbr\u003e Chapter 6. Joint Ventures: When 1 + 1 = 64.\u003cbr\u003e \u003cbr\u003e Forming Partnerships with Colleagues.\u003cbr\u003e \u003cbr\u003e Forming Alliances with Larger Entities.\u003cbr\u003e \u003cbr\u003e And Now a Word from Our Sponsor.\u003cbr\u003e \u003cbr\u003e The Blight of Brokers.\u003cbr\u003e \u003cbr\u003e The Ultimate Rules.\u003cbr\u003e \u003cbr\u003e Chapter 7. International Business: The Peripatetic Consultant.\u003cbr\u003e \u003cbr\u003e Ten Reasons Why You Should Get Out of Town.\u003cbr\u003e \u003cbr\u003e Approaching and Exploiting U.S. Multi-Nationals.\u003cbr\u003e \u003cbr\u003e Working with Foreign-Based Firms.\u003cbr\u003e \u003cbr\u003e Overseas Alliances.\u003cbr\u003e \u003cbr\u003e Ten Ways to Establish an International Presence.\u003cbr\u003e \u003cbr\u003e Protecting Yourself as an Internationalist.\u003cbr\u003e \u003cbr\u003e The Ultimate Rules.\u003cbr\u003e \u003cbr\u003e Chapter 8 Managing Time: Or How to Be at the Pool by Two in the Afternoon.\u003cbr\u003e \u003cbr\u003e Avoiding Scope Creep.\u003cbr\u003e \u003cbr\u003e Minimizing Labor-Intensive Requirements.\u003cbr\u003e \u003cbr\u003e Utilizing Client Resources.\u003cbr\u003e \u003cbr\u003e Managing Concurrent Projects.\u003cbr\u003e \u003cbr\u003e Ten Techniques to Always Squeeze in More Business.\u003cbr\u003e \u003cbr\u003e The Simplest, Most Effective Time Management Tool Ever Created.\u003cbr\u003e \u003cbr\u003e Tips for the Truly Time-Challenged.\u003cbr\u003e \u003cbr\u003e The Ultimate Rules.\u003cbr\u003e \u003cbr\u003e Chapter 9. Working with Family-Owned and Smaller Businesses: What to Do When You're Competing with the Mortgage Payments.\u003cbr\u003e \u003cbr\u003e The Large and the Small of the Small Business Market.\u003cbr\u003e \u003cbr\u003e Competing with the Rent Money.\u003cbr\u003e \u003cbr\u003e Managing the Owner's Emotions and Expectations.\u003cbr\u003e \u003cbr\u003e Special Section: Accepting Equity for Your Services.\u003cbr\u003e \u003cbr\u003e Ten Ways to Avoid the Perils of Consulting with Smaller Businesses.\u003cbr\u003e \u003cbr\u003e The Ultimate Rules.\u003cbr\u003e \u003cbr\u003e Chapter 10. Avoiding the Success Traps: Creating New Approaches and Taking Prudent Risks.\u003cbr\u003e \u003cbr\u003e Signs of the Success Trap.\u003cbr\u003e \u003cbr\u003e Using New Technologies.\u003cbr\u003e \u003cbr\u003e Creating Proprietary Models and Techniques.\u003cbr\u003e \u003cbr\u003e The Consultant as Entrepreneur.\u003cbr\u003e \u003cbr\u003e Things to Come.\u003cbr\u003e \u003cbr\u003e The Ultimate Rules.\u003cbr\u003e \u003cbr\u003e Chapter 11. Life Balance: The Ultimate Outlook.\u003cbr\u003e \u003cbr\u003e Working Less and Living More.\u003cbr\u003e \u003cbr\u003e The Future of the Business.\u003cbr\u003e \u003cbr\u003e Ultimate Rewards.\u003cbr\u003e \u003cbr\u003e The Ultimate Rules.\u003cbr\u003e \u003cbr\u003e Appendix A: Questions to Ask for Objectives, Measures, and Value.\u003cbr\u003e \u003cbr\u003e Appendix B: Components of a Sample Book Treatment.\u003cbr\u003e \u003cbr\u003e Appendix C: Sources for Media and Advertising \"Experts\".\u003cbr\u003e \u003cbr\u003e Index.","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49405038788951,"sku":"9780787955083","price":27.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780787955083.jpg?v=1730488459","url":"https:\/\/bookcurl.com\/products\/the-ultimate-consultant-next-step-guide-for-the-successful-practitioner-9780787955083","provider":"Book Curl","version":"1.0","type":"link"}