Amazon.com
David Maister, Charles Green, and Robert Galford--consultants on professional-service management and customer-relation issues--believe nobody can become successful as a business guru until they first gain the confidence of their clients. In The Trusted Advisor, the authors effectively build their case through anecdote and illustration, then relay a solid series of relevant suggestions applicable to both would-be consultants and those already active in the field. Among their most potent suggestions is a practical, five-step development process that encourages outsiders to engage clients by focusing attention on the issues and individuals at hand; listening both to what they say and what they leave unsaid; framing the immediate problem from their perspective; envisioning with them how a solution might appear; and committing jointly to the actions and resources that will bring it about. Also particularly useful is the examination of trust-building during four phases of a client-advisor alliance: at the time the relationship is consummated; during the assignment; after the assignment; and when "cross-selling," or establishing affiliations with the customer's associates. Boosting its utility, the book is filled with concise, easily adopted tips like "return phone calls unbelievably fast" and "always tell the truth and not what the client wants to hear." --Howard Rothman
Book Description
In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.
Download Description
In order to survive, today's professionals must earn the trust of their clients--and re-earn it throughout their careers. This is a dynamic must-read for successfully negotiating relationships in today's bold new economy.
Customer Reviews:
Advice from experience........2007-10-11
The authors of The Trusted Advisor openly present their experiences, ideas and recommendations from years of living it with their clients. We can all learn and enhance our own behaviors with their help.
The most important work for any sales consultng or Advisor.......2007-10-10
I was taking a course in Critical Thinking a while back. The instructor and I started talking about a presentation I did to my team on being a "Trusted Advisor", he highly recommended the book. After reading Chapter One I knew that we were on the same page. The book dove deeply and well into the steps needed to arn the title and right to be a TRUSTED ADVISOR. If you care about your customer and you care about your relationship with them. BUY THIS BOOK...I have puchased copies for the rest of my team.
Good introduction on relationship management.......2007-09-16
Although I'm not yet finished with this book I like the structure and the comprehensive lists the authors provide.
Although relations and trust cannot be covered by lists it gives you a good tool to memorize the important issues.
A lot of the examples are backed by anecdotes so the readability of the book is good.
Excellent! .......2007-08-13
Thank you! This book will help my company greatly with our internal sales training program!
Excellent Book.......2007-07-19
A must read for anyone in the consulting profession that is responsible for sales. A great primer for those interested in transitioning from a mere practitioner to a relationship consultant (Trusted Advisor).
Book Description
Praise for Book Yourself Solid
"Lead generation and conversion is the heart of any marketing enterprise, and Michael Port's ingenious and practical system is among the best I've seen. Read this book and transform your business!"
—Michael E. Gerber, founder and Chairman, E-Myth Worldwide, author of The E-Myth Revisited
"Do your homework! This is not a conceptual, theoretical look at how to succeed as a service professional. Instead, it's just what you need if you're stuck and you'd rather invest in your future (by doing the right kind of work) than complain about it later."
—Seth Godin, author of All Marketers Are Liars and Permission Marketing
"Going out on your own can be scary. But this book is a welcome antidote to that fear. It brims with savvy advice and nearly overflows with practical, hands-on exercises. Once you absorb the wisdom in these pages, you'll be ready, willing, and eager to fashion a more rewarding work life. Michael Port is the guy to call if you're tired of thinking small."
—Daniel H. Pink, author of A Whole New Mind and Free Agent Nation
"If you're even slightly uncomfortable with the idea of networking, marketing, or selling, this is the book for you. Book Yourself Solid gives you everything you need to fill your business with ideal clients. Before you're even finished reading the book, you'll be inspired to take action!"
—Ivan R. Misner, PhD, founder and CEO, BNI, coauthor of Masters of Networking
"Wow! I never expected this book to be so good. I love how it focuses on getting your ideal clients-and more than you can imagine possible. An excellent, inspiring, practical guide to outrageous success!"
—Joe Vitale, author of There's a Customer Born Every Minute
Customer Reviews:
Not for salespeople but for consultants and other business people who need to get "projects" booked.......2007-10-07
This book isn't as bad as some reviewers have written or as good as others have raved about. This book isn't for salespeople and because of that I was disappointed. This book is for professionals that have to "book themselves," such as public speakers, lawyers, accountants and the like. In some ways if you don't already know what this book teaches you better get a job. However, as the E-Myth points out there are plenty of people that are good at what they do but are clueless about how to get themselves business. If you fall into this category this is a good book to read and implement.
Port's book is long and at times wordy but a fun and easy read. There are diamonds here but you have to mine through a lot of ore to get at them. The book is well written and conversational. I can see why Mr. Port has a successful career. This book is perhaps a good first read if you're considering starting your own business or want to get more clients. For a solid and measurable program I recommend "Get Clients Now" by C. J. Hayden or "Get Business to Come to You" by Sarah and Paul Edwards.
Solid marketing book!.......2007-10-05
This book provides a great marketing overview. It leads the reader through finding a target market, branding, being selective in choosing clients (some fresh insights for many readers here!), presenting yourself and business to prospective clients, web marketing, networking, publicity and more. Your marketing structure and systems will NOT look the same - and thus your results will not be the same - if you read this book and put its numerous tips and advice to work for you.
Beyond sales and marketing professionals, this is a great resource for any business person who markets their service or products themselves - including small business owners, consultants and trainers, and small professional firms (financial planners, lawyers, dentists, etc.). This is especially true for those who are just starting out and those who do not like to market themselves (you know who you are!).
Michael's emphasis on personal integrity really appealed to me (if you don't like a client, you will sacrifice your integrity by putting yourself in a position of not being able to give your full effort). His process is about building a steady pipeline of highly-qualified prospects that you will ENJOY working with and to whom you can provide full value.
All in all, a solid book. Highly recommended!
Mollie Marti, Ph.D., J.D.
Author, Selling: Powerful New Strategies for Sales Success
Great Book - The one to Buy!!!!.......2007-09-22
Excellent Book ... packed full of all the right information for the Consultant/Trainer/Coach/Business Person/Marketing. He will show you step by step how to get Booked Solid - It works!
Michael's website is also full of free goodies ... I download his teleseminars and listen to them in my car each week (www.thinkbigrevolution.com) - Great stuff - awesome guests!
So glad I bought this book!
marketing made easy.......2007-09-01
Michael Port gets it. His plan is practical and visionary. He has created a way for any service business to get results. I have been telling everyone I know about this book!
A Essential Book For Serious Business People.......2007-08-28
Marketing is without question a essential skill set for business success and the ability to market oneself effectively is paramount. Michael has a genuine passion for this work and really cares about the success of his clients.
I feel this book is an essential addition to any business person's library. It will cut years off your learning curve and may very well make the difference between your success - or failure.
Book Description
Consulting on the Inside is a book that takes its readers on a journey to the hearts and minds of internal consultants. The book is organized into three sections.
Customer Reviews:
Good..........2007-05-19
This was a very good book. It has been a very good resource for me to use and to reference. I also recommend "Driver's Ed For Today's Managers" by Helm Lehmann. He's mentioned in the book; his talks more about managerial skills AND consulting.
consulting on the inside - very valuable resource.......2007-01-17
Very hands on; excellent resource for an internal consulting course we were developing. Very practical and valuable information.
HR/OD-Oriented.......2004-09-20
This book offers a good overview of the internal consulting process. Its use of real-life case studies and quotes is instructive. However, it is written primarily from an HR/OD perspective; I was looking for something more generic. Having said this, it contains a number of ideas, processes, and methods that I can apply in my work.
Indepth Analysis on Organisational 'Chaos'.......2000-08-29
Lets face it, most, if not all, organisations are chaotic. Different perspectives and assumptions makes decision making a living hell. Consulting from the inside provide a eye-opening excursion into the attributes of imperfection in business operations and strategic planning. And subsequently create a pool of insights into how management should identify and recreate themselves in both stable and adverse environments. A must read for process planners, black-belts and management advisors.
Book Description
The groundbreaking follow-up to the international bestsellera hands-on guide to putting McKinsey techniques to work in your organization
McKinsey & Company is the most respected and most secretive consulting firm in the world, and business readers just can't seem to get enough of all things McKinsey. Now, hot on the heels of his acclaimed international bestseller The McKinsey Way, Ethan Rasiel brings readers a powerful new guide to putting McKinsey concepts and skills into actionThe McKinsey Mind. While the first book used case studies and anecdotes from former and current McKinseyites to describe how "the firm" solves the thorniest business problems of their A-list clients, The McKinsey Mind goes a giant step further. It explains, step-by-step, how to use McKinsey tools, techniques and strategies to solve an array of core business problems and to make any business venture more successful.
Designed to work as a stand-alone guide or together with The McKinsey Way, The McKinsey Mind follows the same critically acclaimed style and format as its predecessor. In this book authors Rasiel and Friga expand upon the lessons found in The McKinsey Way with real-world examples, parables, and easy-to-do exercises designed to get readers up and running.
Download Description
"McKinsey & Company is the most respected and most secretive consulting firm in the world, and business readers just can't seem to get enough of all things McKinsey. Now, hot on the heels of his acclaimed international bestseller The McKinsey Way, Ethan Rasiel brings readers a powerful new guide to putting McKinsey concepts and skills into actionThe McKinsey Mind. While the first book used case studies and anecdotes from former and current McKinseyites to describe how ""the firm"" solves the thorniest business problems of their A-list clients, The McKinsey Mind goes a giant step further. It explains, step-by-step, how to use McKinsey tools, techniques and strategies to solve an array of core business problems and to make any business venture more successful. Designed to work as a stand-alone guide or together with The McKinsey Way, The McKinsey Mind follows the same critically acclaimed style and format as its predecessor. In this book authors Rasiel and Friga expand upon the lessons found in The McKinsey Way with real-world examples, parables, and easy-to-do exercises designed to get readers up and running."
Customer Reviews:
This Book is a Life Changer.......2007-04-20
I didn't read McKinsey Way and you don't have to either to see the impact that McKinsey Mind hypothesis based decision making will have in your life. It uses the same principle that many authors like Polya, Bransford and Stein and many others use. If you work backwards you will get far better results, faster. Why? Simple: Just remember how easy is to solve the labyrinth puzzles starting from the end. Then compare that with the time lost when you try to figure out your way to the end starting from the beginning. This is a simplified analogy of the power and potential this technique has!!!!
I disagree with some reviews that it's a difficult book to read, just read the numerous and very illustrative examples the authors give you and you will find that while it's a different way of thinking IT WORKS! and that's all that matters. This book really changed the way I solve problems
Useful book for consulting.......2007-03-31
This book is based on Mckinseys consultancy practise. Step by step some best practices are shown used in this company. Very useful, when you're i.e. considering a job in this field. On the other hand the Mckinsey brand is a little over exaggarated with all the Mckinsey slang and heroic attitude towards this company. But when you read through this, it stays a valuable book.
This is a terrible book..........2007-03-17
This book is unbelieveably bad. Here's the entire book: Decide what your looking at, develop a hypothesis, test it with data, do some communications around your work. Literally. I expected some real, in depth analysis techniques, and this is total baloney. I am an engineer by trade, well versed in six sigma tools and am close to an MBA; in all of that I've never ever seen something so fluffy and useless as this. The authors and "McKinsey-ites" who contributed should be ashamed.
Gosh, I sound a little bitter ;)
Excellent yet not comprehensive peek inside McKinsey.......2007-02-14
Mr. Rasiel provides a peek inside the methods used by one of the worlds most elite consulting firms. While he does not disclose any secrets he does offer insights into a methodology used for solving problems quickly. The most helpful insight revealed is the MECE principle. This MECE (mee-see) principle requires the mutually exclusive collectively exhaustive breakdown of issues before conducting higher-level analysis. However, Mr. Rasiel never provides detail into the mechanics of effecting 'MECE Analysis'.
While other techniques in the book will help MBA graduates with consulting engagements, the disclosure of the MECE principle as the cornerstone of McKinsey's analytical modus operandi will be this book's legacy.
Please update.......2007-01-09
I suggest you to read this book. You won't find innovative or fresh ideas but you can learn about a methodology used by a great company that could be interesting. More examples and figures should help better the reader.
I wait a new and updated book with fresh methods and way of working. It's not a good thing to read about Jeff Skilling in the Introduction...
At the end a good work. Read it because it is must for your "business library"
Amazon.com
The second edition of Peter Block's Flawless Consulting gracefully updates what many consider the best resource of its kind. New chapters on implementation, "whole-system" strategies, and ethics are included, but in general it simply fine-tunes Block's proven advice to match the transformations that business and society have undergone since initial publication two decades ago. "The days of long studies and expert-driven answers are passing," the author proclaims in his new preface. "The task of the consultant is increasingly to build the capacity of clients to make their own assessments and answer their own questions." He then subtly modifies his established recommendations accordingly for every step, from the initial client meeting and problem diagnosis through data collection and the execution of solutions. In the section on "Conducting a Group Feedback Meeting," for example, he advises: "Treat the group as a collection of individuals.... Ask each person what he or she wants from the meeting. This will surface differences and force the group to take responsibility for some of the difficulties that may arise." --Howard Rothman
Book Description
SAVE on our FLAWLESS SET!
The set includes Flawless Consulting: A Guide to Getting Your Expertise Used, Second Edition and The Flawless Consulting Fieldbook and Companion: A Guide Understanding Your Expertise.
About Flawless Consulting:
For over fifteen years, consultants--both internal and external--have relied on Peter Block's landmark bestseller, Flawless Consulting, to learn how to deal effectively with clients, peers, and others. Using illustrative examples, case studies, and exercises, the author, one of the most important and well known in his field, offers his legendary warmth and insight throughout this much-awaited second edition. Anyone who must communicate in a professional context--and who doesn't?--will use the lessons taught in this book for years to come!
About The Flawless Consulting Fieldbook and Companion:
Following on the heels of the best-selling Flawless Consulting, Second Edition comes The Flawless Consulting Fieldbook and Companion. Whether you work as a consultant or you work with consultants, this relentlessly practical guide will be your best friend as you discover how consulting influences your business--and real life-decisions and those of others. Included are sample scenarios, case studies, client-consultant dialogues, hands-on tools, action plans, and implementation checklists.
These products are also available separately. See More By This Author for details.
Customer Reviews:
You Get Out What You Put In.......2007-09-08
This is the essence of this book.
Full of practical and common sense ideas for consulting professionals. Can't say that it will teach you how to be flawless in your consulting services but it will give you some pretty solid ideas.
NOT FOR ENTRY-LEVEL CONSULANTS AT ALL !.......2007-08-10
If you are a seasoned consultant who has been applying Block's theory of consulting for a decade or two, as we have at One Big Idea Consulting Limited NZ, and if you are also, as we are,committed to 'flawless' consulting, which by definition is beyond human measurement, this audio is a solid investment of your time and concentration.
Be warned it is not for the superficial US American habit of commuter listening. Block is serious about his intention to release 'flawless' consulting skills, which are extremely rare globally. He deserves focus and concentration all the way through more than once.
Listen with head-phones and no distractions and no multi-tasking, for say, half-dozen times through his whole story... and go back into your client-centred world with renewed dedication and refreshed facilitation skills at a consulting core-level.
The only international consultant who is worthy of comparison is Rapid Results!: How 100-Day Projects Build the Capacity for Large-Scale Change Schaffer is also a very, very competent consultant with his own One Big Idea tough-tested in a wide range of 100-Day Action Projects around the world, unfortunately so far not on audio.
AudioBook version induces Beginner's Mind.......2007-07-03
Whether you've read Flawless Consulting in book form or not, I hope you will try the audio edition. It is wonderful!
Having been a fan of this book and recommended it to everyone I meet in the consulting world (largely IT/Agile), I have read this book many times over the 20 years I have owned one or the other edition. But listening to it being read to me on CD was like discovering Block's brilliance for the first time! It was truly stunning. In fact, I didn't believe it was the same book, so fresh were the insights that pored from the words. I guess I was blind before hearing it, in a manner of speaking. Hope you enjoy it too.
Michael
Must Read for entry level consultant.......2007-05-29
Great information for all entry level and junior consultants wanting to succeed in the Consulting world. Very clear and defined revealing chapters on all the "Must read" topics. I have over 23 years of experience, and everything a Consultant needs to know is there, spelled out in details, the only missing thing is the suit, shirt and tie.
Additionally, please consider reading the Filedbook & Companion", that is a great complement to the information provided.
Dimitri Gauquier
[...]
Excellent.......2007-05-09
The book arrived well in time. It was exactly in the two-day time frame as mentioned on Amazon Prime.
Book Description
The ultimate tool for smooth dialogue and high billings! The Almanac contains countless recruiter-tested tactics for handling every phase of the search process, including: The target market presentation for new business development---The quick counteroffer countertactic---The silent observer technique for interviewing control---The take-away close---The one question you should always ask before extending an offer. Also includes over 25 practice dialogues to help improve your selling vocabulary and handle difficult situations with ease. A vital source of ammunition for rookie and veteran recruiters alike. A terrific value! Paperback, 144 pages. Bill Radin is a top-producing recruiter, manager and trainer whose innovative techniques have helped thousands of recruiting professionals achieve peak performance and career satisfaction. "Right on target! The Recruiter's Almanac is readable, reliable, rational and respectable." ---Robert O. Snelling, CEO, Snelling Personnel Services.
Customer Reviews:
Must Have for Newer Recruiters.......2007-07-16
If you are a newer recruiter, I would highly reccomend you buy this book. I read it from cover to cover three times, and have modified several of the scripts to my own style and have them pinned up at my desk. They are a great reference for overcoming objections, and I use them daily.
Useless book.......2007-04-04
This is a useless book, dont waste your money on this. This book is for someone who does not know anything about recruitment process. If you are a beginner then there are other choices also....there is nothing special in this book.
Good for any recruiter.......2007-01-10
I bought a copy of this book for each member of my staff. We read a chapter or section each week and discuss at our weekly staff meeting. We have found many good scripts, retorts and strategies that we can use in our business. I will say that some of the scripts were too harsh for our tastes. We are all female and all agreed some of the scripts would make us very uncomfortable to say. Maybe a man would see them differently? Regardless, the overall learning is tremendous. Something to keep on your desk at all times and re-read often.
For Recruiters by a Recruiter.......2007-01-09
Good workbook for going over all your recruiting methods and procedures. A very good help mate.
Important base for recruiters.......2004-07-04
Perfect book for recruiters. Clearly and easily. Best book to systematize your knowledge, skills and get new. I reccomend it.
Product Description
In today's world, creating and managing your business visibility is vital to maximizing your career and earning potential.How to Position Yourself As The Obvious Expert will supercharge your business to ultrasuccess! Whether you are a consultant, coach or freelancer, you are always under the gun to attract more clients. Thanks to the proven strategies outlined in this book, now you really can. Finally, the Insider's Proven Plan with insight from this father and son team and 150 expert advisors to help you turn your income into six-figures or more!
Customer Reviews:
Be Known As The Expert In Your Field.......2007-10-15
I have read and re-read How to Position Yourself As the Obvious Expert: Turbocharge Your Consulting or Coaching Business Now!. I have implemented many of the recommendations with terrific results. The book also covers all aspects of establishing expert status including the need to give back to help others. If you are looking for THE source to help you increase your expert status, I recommend this book.
So Much information you could never use it all!.......2007-08-28
This incredible book gives you almost all the information you need to position yourself as the expert on anything. The main theme revolves around the fact that once you write a book, self promotion or getting publicity is ten times easier. "People throw away business cards but they hold onto books forever." What is awesome is that even if you hate writing, they give you lots of ways to motivate yourself to do it. And they tell you how to break it down into bite size pieces and even show you alternatives if you simply refuse to write a book. What this book gave me that was most invaluable was actually the reverse of what I expected. It taught me..........I am not ready nor knowledgable enough to position myself as an expert because I am not willing to do the easy things they give you to do. What a revelation. In fact I bought the book 3 months ago and still am only 3/4 of the way through it, and I am the kind of guy who reads a book in 2 days. This is a complete college course in one book. I am a semi-professional stock market trader and can show one how to make a living trading stocks, but I cannot yet write a book about it so I know my career as a public speaker, consultant and software developer will have to wait. Now I dont have to beat myself up anymore.
The authors bring out an important point-an expert needs a "body of work" to show on demand, sell and prove credibility. This is not a get rich quick book. Thanks to this book, I now know I have another 2 years of research and experience before I am ready to say I am an expert. But what's great, is they show you that once you "are" truly an expert, they give you the map how to proceed and its so simple it is amazing, even if you are an introvert. In fact, I recommend that if you are so averse to making phone calls or introducing yourself to anyone or writing a book but you are an expert..........go partners with someone and have "them' read this great book. The only thing this book doesnt have is methods to find people to share the steps with you, motivate you like a coach or business partner and collaborate on writing the book and the other steps. That would have made it 100% complete. That is what a loner like myself needs. But all in all......5 stars!
The Path To Becoming The Obvious Expert Has Been Revealed.......2007-08-02
This book is a step by step guidebook to positioning your expertise becoming the obvious expert in your industry. It is practical in every way. Anyone who takes action and does what is outlined according to this excellent roadmap will see results. One of the few books which is truly actionable.
Well done book!.......2007-04-04
Elsom put together some amazing people to deliver
you this outstanding information. I just glanced at
this book a second ago. It's a must have for your
shelf if you are a author, speaker or expert.
Enjoy it!
Matt Bacak
Author of Secrets of the Internet Millionaire Mind
and The Ultimate Lead Generation Plan
Differentiate Your USP and Execute Practical Applictions and be Branded and Set Free .......2007-03-04
Simply, Safely, Realistically, Strategize Your Success
Elsom and Mark Eldridge get it. Over 100 obviously simple, if you apply the advice, ways to send, sizzle, sling and shoot your consulting profits into the stratosphere. Residing within this wonderful resource are wise, unique strategies that will help you to write, plan and execute your way to stardom in the consulting world.
Don't start a consulting business before you read this book. It will save you years of mistakes and transport you into a mode of hyper success. If your consulting business is suffering, this is the perscription to not only heal the ill but to surge your practice into a state of success on steroids!
I guard this rare gem. No one borrows this book. It joins the rare, few selected others that I never want to be out of my sight or grasp.
You need a head start if you are just beginning. You know you need a recharge if you are an old hat. Save those years or renew your passion. What are you waiting for. Buy it now! Put this guaranteed winner into the cart. Just do it!
Book Description
The acclaimed Million Dollar Consulting gives consultants the tools and advice they need to grow a firm that rakes in at least $1 million per year. Alan Weiss, "the consultant's consultant," shows step-by-step how to raise capital, reel in new clients, set fees, accelerate growth, and more. This updated and expanded edition will appeal to both Weiss's many current fans and a whole new generation of readers looking for the best advice available for anyone who wants to build a million-dollar consulting/speaking career.
Customer Reviews:
The most valuable business book I own!.......2007-08-14
I am very happy that I found and studied this book when I did. After a few years of consulting this book helped make my business more successful, confirmed ideas that took years to develop and gave a clear plan of action and procedures.
If i may borrow from Alan...
"I am constantly amazed at how stupid I was two weeks ago"
A must for powerful successful consultants.......2007-05-14
Alan is just the best when it comes to advice for success. If you are serious about building a powerful consulting firm, you need to read this. If you really want to be a million dollar consultant and are missing just that one little piece, you need to read this. If you want to learn from the best and are willing to work at it, then read this book, it will change you life.
[...]
Helpful advice.......2007-05-07
In the author's own words, he goes to conferences and what-not, hoping to find just 1% of the material that helps him succeed - those hidden gems of knowledge. Is everything he talks about going to be 100% applicable and timely for you? No, but there's certainly enough "gems" in the book to steer you in the right direction. The discussions on delivering value as opposed to time are priceless.
Decent..........2007-04-06
Honestly, I was not terribly impressed with this book. After the first couple chapters, I nearly quit reading it. Part 1 of the book (the first 5 chapters) is written in such abstract terms that it was completely worthless to me. For instance, in a section on goal-setting he quotes the following as one of the best goals he has heard from a consultant, "We will undertake consulting assignments that result in direct contribution to the client's profitability as measured by quarterly results." Does this really tell anybody what the consultant actually offers to/does for a client? Quite frankly, if somebody ever approached me as a prospect and said something so bland and vague to me as an effort toward getting my business, I'd tune them out right from the get-go.
That said, he does give some decent advice for marketing (which is really the most important thing about any business, as we all learn at some point). He gives good information about how to successfully integrate speaking and writing into your business as both marketing tools and profit centers.
I'd say it's probably worth a read, but I'm really surprised by how many people rave about it so strongly.
A good read reguardless.......2007-02-12
There is a ton of information in this. If you want to be a consultant or think you may need one, read it, cover to cover. Might read tween the lines a bit :-). F&P Tech /consulting services
Book Description
Well-known author and consultant Howard Shenson shows consultants, educators and trainers how to enter and flourish in the lucrative and fast-growing seminar business--an estimated 3-to-4 billion industry. Covers everything from choosing a topic and developing a program to targeting a market, pricing and promotion. Provides practical details on selecting facilities, writing brochures, advertising, using direct mail, add-on materials and much more. Features checklists, tables and sample forms that help make planning easy and efficient.
Customer Reviews:
Very dated.......2007-07-30
While this book gives a good starting point for a seminar newbie, it is quite hampered by its dated material. All statistics and pricing examples are from the late 1980's. There is no recognition anywhere in the book that the Internet exists, PowerPoint can be used in presentations, etc. For instance, you are warned against using carbon copy paper. Hello? Good in 1990, but needs a serious and thorough updating to reflect current trends and technologies.
Dated but very good.......2006-06-26
This is a good introductory book for those that need to develop and promote successful seminars and workshops. The book covers what one needs to know about developing a program, market testing, setting the right fees, marketing, promotion, advertising and publicity. The reader is provided with useful practical tips and advice that I have used to good effect.
The book is well written in simple English that is easy to follow and understand. Despite the book being a bit dated, the advice it provides is still relevant and very useful and practical. Even the veteran has something to learn from this excellent book.
Those who wish to capitalize on the growing business of seminars, workshops, conferences and training classes are recommended to read this book for guidance and directions.
Very good service........2005-09-17
Book was sent in a timely manner and I received it in good shape. Thanks.
Great information.......2004-06-23
This book is one of the important books on this topic. I have included this book in my personal library and have referred many people to this book.
Early in my business I provided "public" seminars and this book provided some great advice and tips.
Lenny Laskowski, professional speaker and author of the book, "10 Days to More Confident Public Speaking" (Warner Books)
Reference Only.......2002-03-27
This book has lots of really good information. This is a great reference tool.
Book Description
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 12 books.
Download Description
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 12 books.
Customer Reviews:
Not in agreement with other reviewers.......2007-10-14
I read the first 40 pages to verify my initial reaction toward this book: namely, the author is pompous and patronizing to his audience. He treats his readers as though they have few brain cells. Moreover, he frequently mentions the word "ego" as if this is the primary reason why people enter consulting (i.e., to feed theirs). It's certainly not mine. After reading to page 40, I jumped ahead to Chapter 8, Establishing Fees, which provided useful information. I plan to move on to other books that are outside the box re: consulting...and that don't insult my intelligence.
My All Time Greatest Book On Consulting.......2007-09-08
This is the book that finally made it "click" for me.
I have bought copies for those I have coached and mentored and have seen them start right and quickly realize success for themselves.
A great book that should grace the bookshelf of any person just starting out.
To make it work you should be ready to work and actually use the tools and strategies provided.
Solid Advice from an Experienced Consultant.......2007-08-24
This is the best read on consulting I have come across! The content is applicable to any consulting practice regardless of industry focus. The concepts in this book do require that you have an existing understanding of the industry and business environment you plan to work in but that should be considered a given if you are looking to call yourself a consultant anyway. If you can't get your practice up and running based on the detailed step by step processes discussed in this book nothing can help you! Buy it, read it, live it!
Excellent guide for beginners.......2007-02-23
This is a very well-presented guide for anyone who is considering getting into consulting as a full-time business. It lays out the basic requirements and points you toward resources, but it does not contain detailed guidelines and legal advice, if that is what you are looking for.
Excellent Guide for the Beginning Consultant.......2006-10-21
It is easily the best I have read on the subject.
For most beginning consultants, the major problem is the marketing of our services. Closely following is gaining the confidence to charge what our services are worth. In these two areas and more, Dr. Weiss book provides specific and detailed advice. Emphasising the relationship centred nature of the consulting profession, he insists, and I think most practitioners' experiences bear him out, that you must make the sale "conceptually" before you can hope to successfully make it in fact, in a manner that leaves all parties satisfied. In presenting your proposals, Dr. Weiss advices that you provide outcome based options, so that your prospect asks himself, "how should I use Alan?" rather than "should I use Alan?" which is what a single option proposal with time based fees will likely elicit.
I wish I had discovered Alan Weiss' books five months ago. A prospect had called me out of the blues for a consulting assignment. When I got to his site for preliminary discussions to understand the points of pain and scope the project, he handed me over to a subordinate. With no opportunity to build a relationship (a mistake), it is no wonder that when I presented my $20,000 proposal which provided no options (another mistake), the prospect immediately asked for a 30% discount. Not wanting to give the impression that my figures were pulled out of a hat, I pushed back and offered an 18% discount instead. The prospect is yet to commit.
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Fast forward two months. The client earlier referred to saw an article I'd written that touched the nerve of the issues facing his business and invited me back for a discussion. Then he again asked for a proposal. This time I offered three options, ranging from 30% to 80% above my original proposal. He chose the most expensive, negotiated it down (the final figure was still a full 50% above the original proposal). We commenced work on the project in December.
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