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Informationen zum Autor ALAN WEISS consultant, speaker, and author-is the founder and CEO of Summit Consulting Group, Inc. His clients have included Merck, Hewlett-Packard, State Street Corp., Fleet Bank, Coldwell Banker, and Merrill Lynch. He is adjunct professor in the Graduate School of Business at the University of Rhode Island where he teaches a course on advanced consulting skills. Klappentext The Ultimate Consultant is a hands-on resource written for successful consultants (and those who want to be!) who are ready to turn it up a notch and watch their businesses grow to new heights. The Ultimate Consultant goes beyond the commonplace advice of how to get started or get to the next level and acts as a practical field guide for consultants who already have a thriving practice. Filled with down-to-earth advice that you can use to improve your practice immediately, The Ultimate Consultant shows how you can: ? Control the nature of business you accept ? Choose your clients ? Increase your income ? Find work and interactions that are constantly stimulating and educational Zusammenfassung This 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. Inhaltsverzeichnis Introduction. Acknowledgments. Chapter 1. Acquiring Fortune 1000 Clients: Why Size Doesn't Matter. Establishing Relationships with Major Buyers: Rainmaking. Ten Techniques to Build High-Level Buyer Relationships: Making Rain. Why Size Doesn't Matter. Using the Springboard to Other Potential Clients. Ten Techniques for Springboard Marketing. The Ultimate Rules. Chapter 2. Value-Based Fees: If You're Charging by the Hour or Day, You're an Amateur. The Concept of Value-Based Fees. The Key to High Fees Is Not to Mention Fees. Thirty-Eight Ways to Increase Your Fees, Beginning Tomorrow. The Ultimate Rules. Chapter 3. Marketing and Publicity: Creating Gravitational Pull. Creating a Strong Gravitational Field. Pro Bono Work. Commercial Publishing. Position Papers. Radio and Television Interviews. Advertising and Passive Listings. Speaking Engagements. Websites and Electronic Newsletters. Word of Mouth, Referrals, and Third-Party Endorsements. Trade Association Leadership. Classroom Teaching. Alliances and Networking. The Ultimate Rules. Chapter 4. Branding and Celebrity: A Brand in the Hand Beats Feet on the Street. What Is a Brand and Why Do It? How Do You Attain a Brand Without Pulling a Muscle? The Fine Art of Contrarianism. Capitalizing on Your Brand. Testing and Protecting Your Brand. Obtaining Celebrity Status. Ten Ways to Promote Celebrity. The Ultimate Rules. Chapter 5. Passive Income: Making Money While You Sleep. Commercial Publishing. Self-Publishing. Audio and Video. Newsletters. Offsite Advice. Transitioning to Softer Landings. The Ultimate Rules. Chapter 6. Joint Ventures: When 1 + 1 = 64. Forming Partnerships with Colleagues. Forming Alliances with Larger Entities. And Now a Word from Our Sponsor. The Blight of Brokers. The Ultimate Rules. Chapter 7. International Business: The Peripatetic Consultant. Ten Reasons Why You Should Get Out of Town. Approaching and Exploiting U.S. Multi-Nationals. Work...
