ALAN WEISs, PHD, is a consultant, speaker, and bestselling author with the strongest independent consulting brand in the world ([...]). His firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, and over 500 other leading organizations. He keynotes several times a year at major conferences and has been a visiting faculty member at Harvard, Case Western Reserve, and a dozen other universities. His prolific publishing career includes over 500 articles and 60 books, some of which have been on universities' curricula and have been translated into 15 languages. Weiss is interviewed and quoted frequently in the media, and the New York Post calls him "One of the most highly regarded independent consultants in America."

Introduction to the First Edition

Introduction to the Second Edition

Section I Genesis: Consulting as a Profession

Chapter 1 Origins and Evolution: From Whence We Came

The Role of a Consultant

The Ongoing Need

Various Forms

Examples of Success

The Future

Trend 1: The Transience of Talent

Trend 2: HR Becomes the Incredible Shrinking Function

Trend 3: Emerging Markets

Trend 4: Volunteerism

Trend 5: The Importance of Communities

Chapter 2 Creation: How to Establish and Dramatically Grow Your Business

Legal

Incorporation

Protection

Financial

Insurance

Retirement

Normal Conditions

Administrative Support and Resources

Emotional Support and Resources

Inordinate Fear of Risk

Time Demands and Loss of Attention

Dueling Careers

Two Available Structures

The True Solo Practitioner

The Firm Principal

Chapter 3 Philosophy: What You Believe Will Inform How You Act

Hydraulics: Raise Fees and Reduce Labor

Identifying True Buyers

Conceptual Agreement

Objectives

Measures of Success

Value

Leveraging

Principles of Leverage

Section II Exodus: Consulting as a Business

Chapter 4 The Journey: How to Market Your Value Rapidly and Profitably

Creating Gravity and Attraction

Reaching Out Effectively

Viral and Social Media Implementation

Creating an Accelerant Curve

Shameless Promotion

Technology Strategies

Chapter 5 Presence: How to Be an Authority and Expert

Creating and Nurturing a Brand

Expanding Products and Services

Considering Alliances

Referral Business

Client Referrals

Nonclient Referrals

Indirect Referrals

Advisory Business (Retainers)

Global Work

Chapter 6 Celebrity: How to be the Authority and Expert

Thought Leadership

Authorship

Value-Based Fees

Subcontracting, Franchising, Licensing

Subcontracting

Franchising

Licensing

The Talent Prevails

Reinvention

Creating Communities

Section III Deuteronomy: Consulting Methodology

Chapter 7 The Perfect Proposal: How to Write a Proposal That's Accepted Every Time

Assuring Success

Find the Economic Buyer

Establish a Trusting Relationship with the Economic Buyer

Demonstrate That You Are a Peer of the Buyer, Not Lower-Level People

Always Create a Definitive Net Time and Date

Conceptual Agreement

Objectives

Measures of Success, or Metrics

Value

The Nine Components of a Great Proposal

1. Situation Appraisal

2. Objectives

3. Measures of Success

4. Value

5. Methodology and Options

6. Timing

7. Joint Accountabilities

8. Terms and Conditions

9. Acceptance

How to Submit

Never Suggest Phases

FedEx the Proposal

Create a Time and Date Certain to Review the Next Action

Don't Add Bling

Before Submitting, Ask One Key Question

Be Prepared for Success

How to Close and Launch

The Buyer Wants to Meet

The Buyer Says That Some More People Will Look at the Proposal

The Buyer Loves Option 3 but Only Has Budget for Option 2

The Buyer Attempts to Negotiate Price

Chapter 8 Implementation: Simplicity Over Complexity

Occam's Razor

Your Options Must Set the Stage for Simplicity

The Buyer Must Enforce Subordinate Accountability

Buyers Must Use Their Clout Where Needed

The Buyer Is Your Partner and Must Act Like One

The Key Stakeholders and Influence Points

Avoiding Scope Seep

Midcourse Corrections

Chapter 9 Disengaging: It's Been Nice, but I Really Must Be Going

Demonstrating Success

Obtaining Referrals

Obtaining Repeat Business

Expansion

Transference

Creating Testimonials and References

Prepare the Buyer

Always Provide Options

Seek People Other Than Your Buyer

Use Multimedia

Provide Examples of What You Need

Guarantee Nonabuse

If Requested, Write It Yourself with Options

With References, Stipulate What's Expected

Long-Term Leverage

Section IV Acts of the Apostles: Implementing Consulting Methodologies

Chapter 10 Interpersonal Methodologies: People First

Coaching

Facilitating

Conflict Resolution

Objectives

Alternatives

Conflict Over Objectives

Conflict Over Alternatives

Negotiating

Musts

Wants

Skills Development

Chapter 11 Teams and Groups: No One Is an Island

Leadership

Succession Planning

Career Development

Teams Versus Committees

Communications and Feedback

Alan's Communications Criteria

Chapter 12 Organization Development: All the King's Horses, and All the King's Men

Strategy

Change Management

Cultural Change

Crisis Management

Innovation

Section V Proverbs: Consulting Success

Chapter 13 Ethics of the Business: What's Legal Isn't Always Ethical

When Bad Things Happen to Good Consultants

Case Studies on Ethics in Action

Financial Follies

Protection and Plagiarism

When to Refuse Business or Fire Clients

Doing Well by Doing Right

Chapter 14 Exit Strategies: Nothing Is Forever

Building Equity

Licensing Intellectual Property

Achieving Life Balance

Finding Successors and Buyers

Transitioning

Chapter 15 Payback and Reinvestment: We Build Our Houses and Then They Build Us

Mentoring Others

Advancing the State of the Art

Participation in the Evolution

The Future

Chapter 16 Consulting in Crisis Times

The Nature of Volatility

Disruption as A Weapon

Revelations

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Physical Appendix

Virtual Appendix

Notes

About the Author

Index