Product Description

'If you're interested in becoming a rich consultant, this book is a must read' - Robert F. Mager, Founder and President, Mager Associates, member, Training & Development Hall of Fame. Completely updated for today's consultants, this classic how-to handbook gives you the strategies and guidance needed to grow a firm that can bring in $1 million-a-year. Step by step, "Million Dollar Consulting" explains the ins and outs of: raising capital, reeling in new clients, setting fees, accelerating growth, relationship selling, value pricing, self-promotion, and much more! Consultants will find critical new material on how to overcome objections and vital information on internet- and e-based marketing and sales. There's also a new chapter on how to work in smaller markets with family owned businesses, non-profits and other 'non-traditional' clients. Packed with the most up-to date information available, "Million Dollar Consulting" will boost performance and profits for you and the companies you consult. 'Blast out of the per diem trap and into value billing' - Jim Kennedy, Founder, Publisher, and Editor, "Consultants News". 'The advice on developing price structure alone is worth a hundred times the price of the book' - William C. Byham, Ph.D., author of "Zapp!". "Must reading' for those who are beginning a practice or seeking to upgrade an existing practice' - Victor H. Vroom, John G. Searle Professor, School of Management, Yale University.

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Product Details

• Amazon Sales Rank: #58108 in Books
• Published on: 2002-09-01
• Original language: English
• Number of items: 1
• Binding: Paperback
• 292 pages

From the Back Cover

"If you're interested in becoming a rich consultant, this book is a must read."­­Robert F. Mager, Founder and President, Mager Associates, member, Training & Development Hall of Fame

Completely updated for today's consultants, this classic how-to handbook gives you the strategies and guidance needed to grow a firm that can bring in $1 million-a-year. Step by step, Million Dollar Consulting explains the ins and outs of:

• Raising capital
• Reeling in new clients
• Setting fees
• Accelerating growth
• Relationship selling
• Value pricing
• Self-promotion
• And much more!

Consultants will find critical new material on how to overcome objections and vital information on internet- and e-based marketing and sales. There's also a new chapter on how to work in smaller markets with family owned businesses, non-profits and other "non-traditional" clients. Packed with the most up-to date information available, Million Dollar Consulting will boost performance and profits for you and the companies you consult.

"Blast out of the per diem trap and into value billing."­­Jim Kennedy, Founder, Publisher, and Editor, Consultants News

"The advice on developing price structure alone is worth a hundred times the price of the book."­­William C. Byham, Ph.D., author of Zapp!

"'Must reading' for those who are beginning a practice or seeking to upgrade an existing practice."­­Victor H. Vroom, John G. Searle Professor, School of Management, Yale University

About the Author

Alan Weiss is the founder and president of Summit Consulting Group, Inc., a firm specializing in management and organizational development. Summit clients include more than 80 organizations in four countries.

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Customer Reviews

Very Powerful Approach to Consulting
I've just finished reading this book, which I read from cover to cover on my holiday ( Yes I know how sad that sounds ! ).

Sometimes the author says things that made me uncomfortable, but only because I wasn't sure I could pull it off, not because it wasn't a good idea.

The book is very well structured, and his whole approach to consulting, reinforces itself.

Develop your skills, so that you are as good as you say you are. Market yourself effectively so that you get the chance to prove what you can do. Develop the relationship so that you really give value. Charge what you're worth. Collect the money. ( For a change, somebody who's good at sales thinks this is important - Yes I am an accountant )

The marketing tips in this book are applicable to anybody providing services, not just consultants. Also he has lots of excellent ideas on business to business marketing, that are also applicable to any business.

There is so much good stuff in this book that I will definitely be reading it again.

Excellent. Relationship selling and value pricing.
I guess the book can be summarised as having one underlying strategy of becoming a million dollar consultant, with many tactics in order to get there. Relationship selling is one tactic that is explained in depth because it is so different to the way most people sell. Value pricing is the other main tactic in obtaining this status. This books touches on so many aspects of consulting it is difficult to summarise everything. If you want to know how to start a new consulting business, how to set up an office, what equipment you should buy, how to market yourself, which groups you should join, how to work with and recruit sub-contractors, how to allocated project revenue between sub-contractors, planning, down to some ethical decisions, the book covers them all. If you want to become a well known speaker, writer or well know industry expert, this book discusses the tactics to get there. The one thing this book does not do, is tell you it is easy. To achieve these goals, takes dedication and persistence even during the tough times. What do you do when you are down to your last few dollars? Sell the furniture? No, there are even tactics to deal with this situation. I would recommend this book to all consultants and sales people. The consultants will get the most out of the book, and the sales people will learn a lot about relationship selling that is sadly lacking in most of the sales people I know.

If you are a consultant in any industry, then BUY THIS BOOK!
This book is an incredibly valuable resource to me. Alan Weiss does not "suffer fools gladly" - he tells it like it is. Are you bringing value to your clients? Do you have ANY idea what your value to clients is? Are you doing intelligent marketing that displays these values? BUY THIS BOOK and let Alan Weiss teach you. I would be charging hourly fees and looking like any other commodity-based consultant without this book to help steer me in the proper directions. I searched all my consulting "content", rearranged it to suit the clients I wanted to work for, took a big gulp, and plunged into a much more professional depth.

My copy is written in, dog-earred, and worn. I'd buy another except I hate the idea of losing the treasured thought processes residing in the margins. Why don't YOU buy it and I'll borrow your copy from time to time?