Alan Weiss, PhD - Getting Started in Consulting [PDF]
From the Book
In two short years this book has become such a mainstay of those entering the consulting profession that the publisher and I decided to revise it so that it contains the most up-to-date information possible. I’ve also added a new Quick Start chapter to accelerate the start-up for those of you prepared to do so, and a new appendix entry of 101 questions that should stand you in good stead in every phase of the sales process.
Since the first edition, the consulting profession has seen increased status for the solo practitioner. Large firms have been damaged by overly optimistic growth goals, excessive infrastructure, and ethical breaches. But independent consultants continue to be responsive, cost-effective and highly focussed resources for organizations seeking assistance.
There is no other profession I know where the practitioner is paid to learn, increasing his or her value, providing larger fees to learn still more on the next assignment. Once you enter this cycle, there is no limit on your ability to help clients, to grow, and to create wealth.
If that isn’t enough encouragement to read on, then you probably should seek out the corporate world. But if it is, then join me on this fabulous journey.
Let’s get started.
Alan Weiss, PhD
A new revision of the successful guidebook for novice consultants
Getting Started in Consulting, Second Edition provides practical solutions and proven strategies for launching a consulting business. Readers will learn how low overhead and a high degree of organization can translate into a six-figure income working from a home office. The book also offers key information on how to finance a consulting practice, how to write proposals, how to set up billing and bookkeeping, and more. A new chapter also explains how to get started quickly for those who can't wait to generate cash flow or those who have a cash reserve they are immediately willing to commit.
Alan Weiss (East Greenwich, RI) has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, and the Times Mirror Group. He lectures widely and is the author of 25 books.
About Alan Weiss, PhD
Alan Weiss is one of those rare people who can say he is a consultant, speaker and author and mean it. His consulting firm, Summit Consulting Group, Inc. has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times, and over 400 other leading organizations. He serves on the boards of directors of the Trinity Repertory Company, a Tony-Award-winning New England regional theater, and the Newport International Film Festival.
His speaking typically includes 30 keynotes a year at major conferences, and he has been a visiting faculty member at Case Western Reserve University, Boston College, Tufts, St. John's, the University of Illinois, the Institute of Management Studies, and the University of Georgia Graduate School of Business.
His prolific publishing includes over 500 articles and 25 books, including his best-seller, Million Dollar Consulting (from McGraw-Hill). His newest is The Million Dollar ConsultingTM Toolkit. His books have been on the curricula at Villanova, Temple University, and the Wharton School of Business, and have been translated into German, Italian, Arabic, Spanish, Russian, and Chinese.
He is interviewed and quoted frequently in the media, and is an active member of the American Federation of Television and Radio Artists. His career has taken him to 54 countries and 49 states. (He is afraid to go to North Dakota.) Success Magazine has cited him in an editorial devoted to his work as "a worldwide expert in executive education." The New York Post calls him "one of the most highly regarded independent consultants in America." He is the winner of the prestigious Axiem Award for Excellence in Audio Presentation.
He once appeared on the popular TV game show Jeopardy, where he lost badly in the first round to a dancing waiter from Iowa
There's nothing new under the sun. Alan makes no attempt to re-invent the wheel. However, the information presented is solid, reliable and garnered from decades of experience. You can use the material/advice to save months and years if you're just getting started in consulting, or if you plan to step into the shoes of an independent consultant. As the Amazon reviews will tell you, this book will be of mighty help even to the experienced consultants.
Please do not expect earth-shattering ideas/strategies. The ideas that work are often the simplest. Clear/defined guidelines, time-tested strategies, organized planning, have been around for ages. If you are a consultant with over a decade of experience working with Fortune 100 companies, you will not find anything significantly bright in here. But for the rest, this book will take them a long way.
Alan breaks the complex tasks of proposal writing, establishing value-based fees, creating passive income, acquiring celeb status in the business, reaching the primary buyer, creating a unique brand for yourself, establishing goals, etc. into simple steps that bring home the results. Couple this with a great, humorous writing style and you have a book that stands the test of time.
A must-read for anyone in the consulting business.