Getting Started in Consulting - Alan Weiss

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Résumé :

Introduction xi

Other Works by Alan Weiss xiii

Part One The Past 1

Chapter 1 Getting Started Mentally and Emotionally 3

How to Prepare Yourself: What You Know and Don't Know 3

How to Prepare and Embrace Resilience and Agility 6

How to Build and Sustain High Levels of Self- Esteem 10

How to Talk to Anyone at Any Time (L- D- R- B) 12

Chapter 2 Getting Started with Relationships and Support 17

How to Involve Your Family and Friends 17

How to Create an Ideal Business Structure 20

How to Create Support Mechanisms and Groups 25

How to Remain Grounded 28

Part Two The Present 33

Chapter 3 Getting Started in Marketing and Sales 35

How to Apply Marketing Gravity 35

How to Close a Sale 41

How to Set Fees 45

How to Create Proposals That Are Accepted Every Time 49

How to Continually Build Your Brand 57

Chapter 4 Getting Started in Methodology 61

How to Be Diagnostic and Prescriptive at the Right Times 61

How to Apply a Unified Field Theory of Consulting 64

How to Protect Your IP 69

How to Evaluate and Apply Artificial Intelligence 72

Chapter 5 Getting Started in Innovation and Intellectual Capital 77

How to Create Intellectual Property Daily 77

How to Understand and Apply the Three Kinds of Innovation 80

How to Embrace Critical Thinking Skills 84

How to Leverage Your Intellectual Capital 87

Chapter 6 Getting Started in Implementation 91

How to Become a Director and Not a Performer 91

How to Resolve Implementation Obstacles 94

How to Truly Partner with the Client 97

How to Become a Trusted Advisor 100

Contents ix

Part Three The Future 105

Chapter 7 Getting Started in Financial Security 107

How to Master Total Days to Cash (TDTC) 107

How to Maximize and Meet Your Future Monetary Requirements 109

How to Create Global Income 112

How to Create Passive Income 116

Chapter 8 Getting Started Again If You Stall 121

How to Overcome Environmental Challenges 121

How to Overcome Personal Challenges 124

How to Change Your Thrust and Focus When Needed 128

How to Create Successful Marketing (Not Business) Plans 131

Chapter 9 Getting Started in Being THE Expert 135

How to Identify and Dominate Your Public Square 135

How to Engage in Shameless Self- Promotion Effectively 138

How to Extricate Yourself from the Crowd and Social Media 141

How to Publish a Book a Year (or More) 145

Chapter 10 Getting Started on the Next Phase 149

How to Initiate Trends and New Practices 149

How to Practice Win/Win Philanthropy 153

How to Anticipate Realistic Futures 155

How to Answer the Question: Whom Do I Want to Be? 158

Appendix 161

If You're a Current or Retired Executive Considering Solo Consulting 161

Sample Letters of Agreement 164

Letter of Agreement 167

Sample Proposal 169

101 Questions for Any Sales Situation 175

Seventy Ways to Increase Fees 185

Acknowledgments 189

About the Author 191

Index 193