The new edition of bestselling real-world guide to consultancy success, from the "Rock Star of Consulting" Alan Weiss The second edition of The Consulting Bible: Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice remains the most comprehensive and practical guide to the consulting profession, from launch to high growth, from marketing to implementation. Legendary consultant, speaker, and bestselling author Alan Weiss shows you how to create an independent or boutique consulting practice and take it to seven-figure success. Step-by-step, this invaluable resource guides you through attracting clients, maximizing your value, and achieving your career goals. In the decade since the first publication of The Consulting Bible, an array of significant developments has dramatically impacted the consulting profession: shifts in social consciousness, the Covid-19 pandemic, tele-consulting and virtual meetings, the globalization of the economy, the growth of social media, and many more. This exhaustively revised new edition provides specific approaches and techniques for mastering the new consulting environment and turning volatility and disruption into unlimited opportunities. Designed to help you become the authority and expert that organizations turn to again and again, this book is your one-stop resource for: Building a strong global brand that draws people to you Marketing remotely to reduce costs and allow for higher fees Mastering the latest implementation techniques Forging strong relationships with the buyers of a new generation Selecting the consulting methodology that best fits your requirements Writing proposals and creating testimonials and references Using advanced technology to sell and deliver your services Written for newcomers and veterans alike, The Consulting Bible: Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice, Second Edition, is essential reading for every solo consultant, entrepreneur, and principal of a small consulting firm.

No pre-pandemic strategy is effective anymore. None. Not for organizations large or small, for-profit or non-profit, domestic or global. Claims of a "return to normal" or "the new normal" are ridiculous. What we're facing is really a "new reality," and that reality is the need for agile strategic decisions and pragmatic views of the future. That means that strategy formulation can be reduced to a few days and the view of the future can only be 12-18 months. This is the antithesis of Peter Drucker's approach to strategy, but his highly effective approach was developed at GM three quarters of a century ago. It's time to move on. Alan Weiss has developed an original and completely new approach to strategy which thus far has certified over 100 people globally, delivering this approach to scores of firms of all types in four countries. More than two dozen firms are using this approach. Sentient Strategy is based on two modern dimensions: awareness of the environment in which the organization exists and has influence, and consciousness of the impact of actions being considered. The old SWOT (strengths, weaknesses, opportunities, threats) approaches are currently equivalent to riding down the freeway on a horse. We must drop the hubris that has led us to believe we can see years ahead and anticipate what's coming. No one predicted the Internet No one predicted the latest pandemic. It's time to turn volatility and disruption on their heads and use them as offensive weapons in the marketplace instead of trying to protect ourselves from them. Imagine a strategy that an organization can formulate in just a day or so, revisit easily and frequently, and design a series of shorter-term, viable futures. "Sentient" means "perceptive" and "self-aware." It doesn't mean "one size fits all" from a cookie-cutter firm's approach to strategy. Alan Weiss equips the reader to consider using this approach independently. These are new times-a new reality, a "no normal (TM)"-hence, it's ridiculous to use old approaches to strategy. There's a clear reason why Sears didn't morph into Amazon and why Hertz surrendered its number one spot to Enterprise.

Even senior people, business owners, and board members are unaware of the nuances of influence on a daily basis. They think in a straight line and try to "strike deals," use hierarchical power, make "trade-offs," or bargain as if at a flea market. They unwittingly sacrifice vital needs to gain minor and temporary bright, shiny things. Influence is not about fast-talking, it's about fast-thinking and carefully constructed language that one applies within a specific context. Influence is thought to be programmable-that is, it can create scarcity or consistency of positive responses. In reality, it's about accountability, innovation, and leverage. No pre-pandemic strategy is worth a cent in a post-pandemic world. There is no "new normal" or "return to normal." There are only new realities. In this book, one of the boldest, most aggressive, most successful consultants in the world makes his predictions and provides recommendations that may frighten and stun, but ultimately can lead to market domination. Million-dollar influencers understand that influence doesn't mean kissing up to everyone. While we may all be equal as human beings, not everyone has a stake in the outcomes in the business of influence. Some will resist change for the sake of resisting change. They lack imagination or let fear hold them in place. Recognizing actual stakeholders will guide your positioning of stakes in the ground that will mark critical positions leading to your desired outcome. Features How consensus building is something to live with, not something to die for The fundamental difference between accountability and authority The need for innovation and even improvisation in wielding influence The scientific and magical contrasts of language How to effectively maneuver within political environments How to rally the right stakeholders at the right time The powerful role of consequence

Build a thriving 21st-century consultancy with an all-new edition of the classic bestseller In a world of rapidly evolving technologies and business paradigms, your consulting business needs to radically adapt its techniques and models. Taking full measure of these changes, Alan Weiss, the "Rock Star of Consulting," will guide you through the process with a revised and completely updated sixth edition of his authoritative guide to consulting success. Weiss updates his time-tested model for creating a flourishing consulting business, while showing you the many dynamic changes in solo and boutique consulting, coaching, and entrepreneurship. In addition, he offers you invaluable guidance on raising capital, attracting clients, and creating an airtight marketing strategy. This new edition is packed with step-by-step advice on how to: Use volatility and disruption as offensive weapons Maximize fees by adopting a "value mindset" Build a successful model for marketing remotely Master cutting-edge technology to reach the broadest audience Form powerful alliances to increase reach and impact Think branding-and think global Generate six-figure projects, six-figure retainers, and seven-figure incomes Million Dollar Consulting has been the go-to classic for consultants for nearly 25 years. With cutting-edge new content, Alan Weiss will show you how to grow your business into a seven-figure firm today.

Employee engagement, accountability, and true commitment--not management's well-thought-out initiatives--are the real key to achieving results. In The Power of Strategic Commitment readers learn how to improve strategic processes by enlisting the support of managers, employees, boards, suppliers, investors, and others to promote company-wide ownership. The book outlines the key factors that determine commitment and reveals how readers can continuously measure buy-in, involve everyone in creating their own piece of a larger organizational future, tailor commitment strategies for individual employees, keep everyone on the road to achieving stated goals, hire fully-engaged talent, and create a commitment-inspiring rewards system.Most managers and executives don't have a clear system for ensuring the support they need from those around them. But creating and sustaining the kind of buy-in that drives results starts with you. The Power of Strategic Commitment provides practical methods for getting everyone to not only accept and support, but actually embrace organizational initiatives and promote long-term success.

Originally published in 1995, Large Deviations for Performance Analysis consists of two synergistic parts. The first half develops the theory of large deviations from the beginning, through recent results on the theory for processes with boundaries, keeping to a very narrow path: continuous-time, discrete-state processes. By developing only what is needed for the applications, the theory is kept to a manageable level, both in terms of length and in terms of difficulty. Within its scope, the treatment is detailed, comprehensive and self-contained. As the book shows, there are sufficiently many interesting applications of jump Markov processes to warrant a special treatment. The second half is a collection of applications developed at Bell Laboratories. The applications cover large areas of the theory of communication networks: circuit switched transmission, packet transmission, multiple access channels, and the M/M/1 queue. Aspects of parallel computation are covered as well including, basics of job allocation, rollback-based parallel simulation, assorted priority queueing models that might be used in performance models of various computer architectures, and asymptotic coupling of processors. These applications are thoroughly analysed using the tools developed in the first half of the book.

For over 30 years Alan Weiss has consulted, coached, and advised everyone from Fortune 500 executives, state governors, non-profit directors, and entrepreneurs to athletes, entertainers, and beauty pageant contestants. That's quite an assortment of people, and they run into the thousands. Most of them have had what we euphemistically call "means," and some of them have had a lot more than that. Others have been aspiring and with more ends in sight than means on hand. Alan Weiss states: I've dealt with esteem (low), narcissism (high), family problems, leadership dysfunctions, insecurities, addictions, and ethical quandaries. And I've talked with them through the coronavirus crisis. But don't get the wrong idea. About 95% of these people have been well-meaning, honest (to the best of their knowledge), and interested in becoming a better person and better professional. Otherwise, they wouldn't be talking to me. I found the equivalent of the "runner's wall" in their journeys, where they must break through the pain and the obstacles and then can keep going with renewed energy and spirit. But runners know how far they must go after the breakthrough, be it another half lap or another five miles. There is a finish line. I've found that people in all positions, even after the "breakthrough," don't know where they are in the race, let alone where the finish line is. They do not know what meaning is for them. They may have money in the bank, good relationships, the admiration of others, and the love of their dogs. But they have no metrics for "What now?" They believe that at the end of life there is a tallying, some metaphysical accountant who totals up their contributions, deducts their bad acts, and creates the (hopefully positive) difference. That difference, they believe, is their "legacy." But the thought that legacy arrives at the end of life is as ridiculous as someone who decides to sell a business and tries to increase its valuation the day prior. Legacy is now. Legacy is daily. Every day we create the next page in our lives, but the question becomes who is writing it and what's being written. Is someone else creating our legacy? Or are we, ourselves, simply writing the same page repeatedly? Or do we leave it blank? Our organic, living legacy is marred and squeezed by huge normative pressures. There is a "threshold" point, at which one's beliefs and values are overridden by immense peer pressure. Our metrics are forced to change. In an age of social media, biased press, and bullying, we've come to a point where our legacy, ironically, is almost out of our hands. Yet our "meaning" - our creation of meaning and not a search for some illusive alchemy - creates worth and impact for us and all those with whom we interact.

Originally published in 1995, Large Deviations for Performance Analysis consists of two synergistic parts. The first half develops the theory of large deviations from the beginning, through recent results on the theory for processes with boundaries, keeping to a very narrow path: continuous-time, discrete-state processes. By developing only what is needed for the applications, the theory is kept to a manageable level, both in terms of length and in terms of difficulty. Within its scope, the treatment is detailed, comprehensive and self-contained. As the book shows, there are sufficiently many interesting applications of jump Markov processes to warrant a special treatment. The second half is a collection of applications developed at Bell Laboratories. The applications cover large areas of the theory of communication networks: circuit switched transmission, packet transmission, multiple access channels, and the M/M/1 queue. Aspects of parallel computation are covered as well including, basics of job allocation, rollback-based parallel simulation, assorted priority queueing models that might be used in performance models of various computer architectures, and asymptotic coupling of processors. These applications are thoroughly analysed using the tools developed in the first half of the book.

Electroconvulsive Therapy (ECT) remains one of the most effective forms of neurostimulation for severe mental illness. Sound scientific research underpins contemporary practice challenging the complex history and stigma that surround this treatment. The Electroconvulsive Therapy Workbook integrates the history of ECT with major advances in practice, including ultrabrief ECT, in a hands-on workbook format. Novel forms of neurostimulation are reviewed, highlighting the future directions of practice in this exciting area. The book is also richly illustrated with historical and technical images and includes 'clinical wisdom' sections that provide the reader with clinical insights into ECT practice. Online eResources are also available, featuring a wide range of questions and answers related to each chapter to help test and consolidate readers' understanding of ECT, as well as regionally specific legislation governing ECT practice in Australia and New Zealand. This comprehensive introduction to ECT is a must-read for doctors in training, psychiatrists who require credentialing in this procedure, anaesthetists, nursing staff who work in ECT and other professionals who have an interest in ECT as well as consumer and carer networks.

Electroconvulsive Therapy (ECT) remains one of the most effective forms of neurostimulation for severe mental illness. Sound scientific research underpins contemporary practice challenging the complex history and stigma that surround this treatment. The Electroconvulsive Therapy Workbook integrates the history of ECT with major advances in practice, including ultrabrief ECT, in a hands-on workbook format. Novel forms of neurostimulation are reviewed, highlighting the future directions of practice in this exciting area. The book is also richly illustrated with historical and technical images and includes 'clinical wisdom' sections that provide the reader with clinical insights into ECT practice. Online eResources are also available, featuring a wide range of questions and answers related to each chapter to help test and consolidate readers' understanding of ECT, as well as regionally specific legislation governing ECT practice in Australia and New Zealand. This comprehensive introduction to ECT is a must-read for doctors in training, psychiatrists who require credentialing in this procedure, anaesthetists, nursing staff who work in ECT and other professionals who have an interest in ECT as well as consumer and carer networks.

A concise yet expansive guide to the marketing strategies that lead to success in the competitive modern landscape. Masterful Marketing draws upon extensive case studies and research to provide practical guidance that will prove invaluable for any marketer, regardless of their seniority or sector. It focuses particularly on a value-based approach, providing insights that will allow the reader to recognise and effectively target the customers, platforms and approaches that will have the greatest returns. In today's marketing world, your personal brand, the relationships you build and the expertise you share has the capacity to move you from best kept secret to highly sought expert. This is mainly contingent upon the value-based marketing you create. With this book, readers will gain the combined experience and wisdom of its co-authors Alan Weiss and Lisa Larter. Alan brings his decades of experience as a consultant and entrepreneur to provide practical, motivational guidance, while Lisa brings her expertise as a digital marketer and strategist to provide fascinating research-based insights into marketing strategy. Social and technological developments have transformed both the nature and impact of marketing. Previously, large sums of money could almost guarantee that a new campaign would be noticed, or that new branding would become iconic. Yet, with the onset of social media and the downturn in traditional media avenues, the primary platforms for marketing have become democratised. While access to such platforms may be easy and often cheap, they are competitive battlegrounds in which a marketer must vie for the customer's attention with any number of distractions or competitors. Only through the value-based approaches outlined in Masterful Marketing will your marketing efforts stand out in this crowd and draw in customers.

The latest edition of the leading guide to consulting engagement pricing, from the "Rock Star of Consulting" Alan Weiss In the newly revised Third Edition of Value-Based Fees: How to Charge - and Get - What You're Worth, best-selling author, speaker and renowned consultant Dr. Alan Weiss delivers a thoroughly updated guide to proposing, and receiving, consistently high fees that are based on the value you deliver to each client you serve. The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model. He also discusses fundamental new developments in consulting, including the remote delivery of services, the waning market power of the consulting giants, economic globalization, and the shift from project work to advisory work. Among the step-by-step techniques and strategies provided in the book, you'll find: How to establish value-based fees, including determining your unique value and creating a "good deal" dynamic How to create, capitalize on, and market to trusted advisor relationships How to implement fee increases immediately, prevent and rebut fee objections, create consulting products, and explore lucrative new fields Perfect for newcomers to the consulting field as well as time-tested veterans, Value-Based Fees is an indispensable guide for every solo consultant, entrepreneur, and small consulting firm.

Ageism is too often an accepted form of bias, even though the facts support the value of aging. Airline pilots forced to retire at the arbitrary age of 65 are usually at the top of their game. Forced retirement in most organizations remove highly skilled performers as well as role models and trainers for newer generations. Instead of revelling in who we are, we begin to try to look younger as soon as possible, with 16-year-old women receiving nose and breast surgery as birthday presents. People have become inured to "losing" abilities as they age instead of appreciating new abilities that only age can bestow. Everyone extols the need for gender equality, lest we lose the talents of half of our population. Yet, people over 65 are currently 15 percent of the US population (46.2 million) and is projected to rise to 34 percent. Due to the IRA legislation of the Reagan era - and the lack of need to purchase homes, college educations, cars, or health care-the discretionary assets are also substantial. It's time these people took control of their lives and influence on everything from business to politics.

When it comes to how to succeed as an entrepreneur, we are besotted with advice. According to bestselling author Alan Weiss, success is a combination of opportunism, very disciplined work, luck, timing, and ignoring most advice. In other words, it means striking out on your own, original path to success. In Million Dollar Maverick, he explains that entrepreneurs don't take advice, they create value and then monetize it. They do what they love and are great at and find a way to sell it to people. They do not--contrary to "conventional wisdom"--chase money. They attract money. And most of all they think differently, act decisively--and, if talent and timing are with them, succeed quickly. Drawing on over thirty years of experience as a consultant, speaker, and global expert, Weiss shares his story and "Million Dollar Tips," not found in any of his other books, to help entrepreneurs gain influence, build confidence, and develop the critical thinking skills they need to discover the inside track to rapid success

The intent of this book -- the author's goal for you - is to understand the baseless underpinnings of almost all our fears. You read that correctly -- almost all our fears -- and therefore to discard them. The author has expertly coached leaders and managers in the discovery of, examination of, elimination of, and sustained freedom from fears. We all know people who are charming and articulate, but flounder on a stage addressing colleagues; musicians who master intricate scores but can't play the basics when asked to solo; athletes who "choke"; business people who are strong until it comes time to ask for the business; people who consistently feel like "imposters." We are far better at dealing with external, tangible fears than our own imagined ones. We purchase insurance, watch the safety demonstrations, know how to use the Heimlich Maneuver. But those are responses to rare and often never-occurring emergencies. Our mythical and monstrous fears are daily dark clouds, masking our talents no less than depression or guilt. It's time to realize there is no monster under the bed, never has been, and never will be without having to check nightly and without needing a weapon on the night table. Picture yourself freed of restraints that you could never properly articulate and were loath to discuss, but which you carried on your shoulders constantly, a dead weight, nonetheless. Essentially, this book is for entrepreneurs, business owners, and those who seek a better position for themselves and their talents, but who procrastinate, delay, and hang back. It's about isolating and overcoming the internal fears that we generate every day like a geyser, triggered by time, events, or shifts in the environment. We are our own worst enemies and we ignore the practical remedies to escape fear because we use our energies instead on blaming everyone else.

The urge to write The DNA of Leadership: Creating Healthy Leaders and Vibrant Organizations grew out of the authors' observations of over 50-years combined work with executives. It is based on long-term consulting relationships and formal assessments of thousands of executives across industries. In our review of our evaluations of these executives, we have identified several behaviors that are critical for success in leadership roles and, without which, a leader is likely to fail. In this book, we present a step-by-step guide for leaders to change their behaviors to become successful including recommendations, case studies, exercises and humorous examples. This book comes from personal, real-life experience and is not simply based on one-time interviews, academic research or a "review of the literature." The DNA of Leadership is practical and realistic. At the end of each chapter, we have our unique "Coach's Corner" summarizing the preceding content and providing specific suggestions for leadership development. In addition, we have created a leadership survey to help readers identify areas of expertise and opportunities for growth. We believe that no such practical guide currently exists in the literature. The audience for our book includes business executives and leaders at all levels, students in MBA programs and upper-level undergraduate business majors.

Imagine if we stopped trying to "manage" the stress in our workplaces and personal lives. What if we recognized, instead, that the challenges we face every day could actually make us stronger, smarter, and more successful. We wouldn't feel victimized by the stress in our lives; with a change in how we view these challenges, we become capable of resolving them and winning the day. Global businesses, governments, and communities are profoundly changing their approaches to adversity and challenges. The Resilience Advantage reveals the techniques and methodology we all can apply in our workplaces and homes. Filled with professional and personal stories, pragmatic research, powerful case studies, and practical actionable tools, this book IS the formula to help each of us turn our challenges into our Resilience Advantage.

Too many business owners are working in reverse where they are the fuel for their business. Their business needs to be fuel for them so they can fulfill their personal and professional aspirations and goals. This book challenges owners of mid-market and small firms to think about their business as a wealth generator rather than just a place to work. It focuses on helping entrepreneurs to thrive by having the business provide fuel for their personal lives instead of their own business consuming their personal lives.

The Language of Success provides pragmatic and practical advice on how to harness the power of language in business and in life. Influencing for results, creating a culture of intelligent inquiry, utilizing critical questioning skills, and managing critical situations are all integral to success in any setting. The concepts, skills, and techniques to achieve results are applicable whether in the office or with family or friends. In this day and age of intense focus on engagement, commitment, and most significantly, results achieved, the readers will benefit by learning thought-provoking key principles, applicable practices, and techniques to leverage and ensure success with the language they use every day.

Almost every company wants to grow - at least officially. Shareholders are demanding further growth and no management team would deny that the growth of their company is one of the top issues they are working on every single day. However, there are barriers to growth, and these are not only external barriers. Most often it is not the economy, not the market and not the customer who just "hasn't got it." The main barriers can be discovered inside every company, because growth always comes from within. If the organization is not ready to grow, initiatives to increase market share, to enter new markets, and/or to increase profitability are destined to fail. This book systematically addresses the main internal barriers to growth and provides practical guidance not only for discovering these barriers, but to systematically overcoming them.

Almost every company wants to grow - at least officially. Shareholders are demanding further growth and no management team would deny that the growth of their company is one of the top issues they are working on every single day. However, there are barriers to growth, and these are not only external barriers. Most often it is not the economy, not the market and not the customer who just "hasn't got it." The main barriers can be discovered inside every company, because growth always comes from within. If the organization is not ready to grow, initiatives to increase market share, to enter new markets, and/or to increase profitability are destined to fail. This book systematically addresses the main internal barriers to growth and provides practical guidance not only for discovering these barriers, but to systematically overcoming them.