Getting Started in Consulting

✍ Scribed by Weiss, Alan

• Publisher: Wiley
• Year: 2019
• Tongue: English
• Edition: Fourth edition
• Category: Library

✦ Synopsis

The definitive guide to getting out of the office and getting into consulting

Getting Started in Consulting, Fourth Editionis the acclaimed real-world blueprint to professional and financial freedom. For nearly two decades, this invaluable resource has helped thousands of people quit the daily grind and become their own boss. This practical and motivational guide provides the tools and knowledge to control your future and secure your fortune. From establishing goals and sorting out the legal and financial paperwork to advanced marketing strategies and relationship building techniques, this indispensable book offers step-by-step instructions for you to establish and grow your own consultancy business. This extensively revised and updated fourth edition includes new and expanded coverage on topics including utilizing informal media, changes in legal and financial guidelines, key distinctions of wholesale and retail businesses, and much more.

Author Alan...

✦ Table of Contents

Introduction to the Fourth Edition xiiiAbout the Author xvAcknowledgments xviiChapter 1 Your Mindset Will Determine Your Success 1The Notion of Value 1Support Systems 4Basic Necessities 9Hitting the Ground Running 13Chapter 2 Barging into the Business 19The Concept of Marketing Gravity 19Calling Everyone You Know 25Making Money by Working for Free (Pro Bono) 27Networking Is a Process, Not an Event 29Chapter 3 Becoming a Marketer 33Creating an Accelerant Curve 33Money Talks 37Wholesale and Retail 41Passive Income 45Chapter 4 Technology for the Next Nine Seconds 49The Greatest Technology Myths 49The Role of a Website Might Surprise You 53Social Media Platforms Are Often Tilted 57Remaining Cutting Edge Without Hurting Yourself 60Chapter 5 Finding the Economic Buyer 69Saint Paul Was the First Virtual Marketer 69HR Stands for "Hardly Relevant" 70Charging Past Gatekeepers 73The Peerage 76Chapter 6 In the Buyer's Office 81Establishing Trust 81Finding Issues and Dynamic Capture 85Gaining Conceptual Agreement 88Pouring Concrete 92Chapter 7 Closing the Sale 99How to Write a Proposal That's Accepted Every Time 99Why Buyers Go Dark 105You're Actually Closing Three Sales
Don't Lose Two 108The Virtual Handshake 113Chapter 8 Paying the Mortgage 117How to Establish Value-Based Fees 117Fee Formulas 120Fifty Factors to Consider 124Other Fee Considerations 127Chapter 9 Moving On Up 131Fastening the Watertight Doors 131Why You Don't Need a Staff and How to Find Resources 136Passive Income Alternatives 139Working Globally 143Chapter 10 Living the Dream 149Building Your Brand 149Moving to Advisory (Vault) Work 153Intellectual Property and Thought Leadership 157The Essence of a Career 161Appendix A: 101 Questions for Any Sales Situation You'll Ever Face 167Appendix B: Suggested Reading in the Field 179Appendix C: Sample Proposal 181Appendix D: Sample Long Biographical Sketch 187Appendix E: Sample Short Biographical Sketch 191Appendix F: Further Resources 193Index 195