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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.
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.
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.
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
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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