Read more
Informationen zum Autor Alan Weiss-- author, international consultant, and high-demandkeynote speaker-- is the founder and president of Summit ConsultingGroup. His clients have included Hewlett-Packard, State StreetCorp., Fleet Bank, Coldwell Banker, Merrill Lynch, American PressInstitute, Chase, Mercedes-Benz, GE, and American Institute ofArchitects. He is the author of twenty-one books, including TheUltimate Consultant (Jossey-Bass/Pfeiffer, 2001) and GettingStarted in Consulting (John Wiley & Sons, 2000). Weiss resideswith his wife Maria in East Greenwich, Rhode Island. Klappentext Alan Weiss, expert consultant and author of the best-selling book Million Dollar Consulting, presents Great Consulting Challenges and How to Surmount Them -- the sixth book in The Ultimate Consulting series-- an invaluable resource that reveals how highly successful consultants deal with their most compelling challenges. Great Consulting Challenges and How to Surmount Them shows how consultants can use the wisdom gleaned from Weiss's own practice and from other seasoned members of the profession to help overcome persistent problems and next-level challenges. Weiss explains that as consultants' careers develop and become more sophisticated and complex, so do the challenges they encounter. For example, the question of price competition occurs at every level of the consulting business, yet the techniques for astutely resolving the issue can be vastly different for the veteran consultant as compared to the novice who is merely trying to establish a new business. In this book, Alan Weiss discusses the great consulting challenges in key areas such as marketing, selling, delivery, and practice management and offers practical advice for overcoming common problems and learning to thrive as a consultant. This important resource offers a wealth of suggestions and ideas that consultants can use to take the next step to Overcome the industry expertise barrier to developing new markets Use niche markets to leverage a consulting business in other directions Create a support system of team members that can be accessed on demand Determine when it is best to invest money to see a prospect in person Dramatically increase name recognition Manage business pipelines to develop new and ongoing business Throughout the book, Weiss offers down-to-earth advice and illustrative examples to show how to prevail over the most common pitfalls that consultants will likely encounter as their business grows and prospers. Zusammenfassung Great Consulting Challenges: And How to Surmount Them shows how consultants can use the wisdom gleaned from Weiss's own practice and from other seasoned members of the profession to help overcome persistent problems and next-level challenges. Inhaltsverzeichnis Introduction. Acknowledgments. PART ONE: Marketing Challenges. CHAPTER 1: Lack of Industry Experience. Aren't You a Stranger in These Parts? How to Apply Process Skills in a Sales Situation. CHAPTER 2: Too Narrow a Niche. Is It Me, or Are the Walls Getting Closer? The Signs of "Nichedom". Escaping the Niche Without Destroying It. The Generalization of Specialization. CHAPTER 3: Relative Lack of Resources. How Does a Lone Wolf Create Galloping Herds? Virtual Infrastructure. Client Preparation. CHAPTER 4: The Cost of Distant Marketing. Where, Exactly, Is Lower Kumquat? Ten Reasons to Go No Matter What. When Can You Charge for the Privilege? CHAPTER 5: Poor Name Recognition. If You're So Good, How Come I Never Heard of You? What Is Name Recognition? Why Bother with Name Recognition? Five Techniques to Achieve Name Recognition. CHAPTER 6: Pipeline Dry. Doesn't It Ever Rain Around Here Anymore? Understand...
