{"product_id":"getting-started-in-consulting-isbn-9781119542155","title":"Getting Started in Consulting","description":"\u003cp\u003e\u003cb\u003eThe definitive guide to getting out of the office and getting into consulting \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eGetting Started in Consulting, \u003c\/i\u003eFourth Edition is the acclaimed real-world blueprint to professional and financial freedom. For nearly two decades, this invaluable resource has helped thousands of people quit the daily grind and become their own boss. This practical and motivational guide provides the tools and knowledge to control your future and secure your fortune. From establishing goals and sorting out the legal and financial paperwork, to advanced marketing strategies and relationship building techniques, this indispensable book offers step-by-step instructions for you to establish and grow your own consultancy business. This extensively revised and updated fourth edition includes new and expanded coverage on topics including utilizing informal media, changes in legal and financial guidelines, key distinctions of wholesale and retail businesses, and much more.\u003c\/p\u003e \u003cp\u003eAuthor Alan Weiss delivers expert advice on how to combine minimal overhead with optimal organization to produce maximum income. Every step in the process is clearly explained, including financing, marketing, bookkeeping, establishing your fees, and more. This guide is a comprehensive, one-stop source for everything you need to prosper in the rapidly expanding world of private consultancy.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eAdopt a pragmatic and profitable strategy to achieve incredible results from your consultancy business\u003c\/li\u003e \u003cli\u003eLearn to identify and address the most commons issues facing your prospects and clients\u003c\/li\u003e \u003cli\u003eLeverage technology to reduce labor, maximize profitability, and increase discretionary time\u003c\/li\u003e \u003cli\u003eAccess sample budgets, case studies, references and appendices, downloadable tools and forms, and online resources\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe modern business landscape presents unique opportunities for those willing to take the leap from corporate offices to home offices. \u003ci\u003eGetting Started in Consulting, \u003c\/i\u003eFourth Edition is the must-have guide for anyone seeking to cut their own path to their own consulting business. \u003c\/p\u003e \u003cp\u003eIntroduction to the Fourth Edition xiii\u003c\/p\u003e \u003cp\u003eAbout the Author xv\u003c\/p\u003e \u003cp\u003eAcknowledgments xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Your Mindset Will Determine Your Success 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Notion of Value 1\u003c\/p\u003e \u003cp\u003eSupport Systems 4\u003c\/p\u003e \u003cp\u003eBasic Necessities 9\u003c\/p\u003e \u003cp\u003eHitting the Ground Running 13\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Barging into the Business 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Concept of Marketing Gravity 19\u003c\/p\u003e \u003cp\u003eCalling Everyone You Know 25\u003c\/p\u003e \u003cp\u003eMaking Money by Working for Free (Pro Bono) 27\u003c\/p\u003e \u003cp\u003eNetworking Is a Process, Not an Event 29\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Becoming a Marketer 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreating an Accelerant Curve 33\u003c\/p\u003e \u003cp\u003eMoney Talks 37\u003c\/p\u003e \u003cp\u003eWholesale and Retail 41\u003c\/p\u003e \u003cp\u003ePassive Income 45\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Technology for the Next Nine Seconds 49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Greatest Technology Myths 49\u003c\/p\u003e \u003cp\u003eThe Role of a Website Might Surprise You 53\u003c\/p\u003e \u003cp\u003eSocial Media Platforms Are Often Tilted 57\u003c\/p\u003e \u003cp\u003eRemaining Cutting Edge Without Hurting Yourself 60\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Finding the Economic Buyer 69\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSaint Paul Was the First Virtual Marketer 69\u003c\/p\u003e \u003cp\u003eHR Stands for “Hardly Relevant” 70\u003c\/p\u003e \u003cp\u003eCharging Past Gatekeepers 73\u003c\/p\u003e \u003cp\u003eThe Peerage 76\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 In the Buyer’s Office 81\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEstablishing Trust 81\u003c\/p\u003e \u003cp\u003eFinding Issues and Dynamic Capture 85\u003c\/p\u003e \u003cp\u003eGaining Conceptual Agreement 88\u003c\/p\u003e \u003cp\u003ePouring Concrete 92\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Closing the Sale 99\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Write a Proposal That’s Accepted Every Time 99\u003c\/p\u003e \u003cp\u003eWhy Buyers Go Dark 105\u003c\/p\u003e \u003cp\u003eYou’re Actually Closing Three Sales; Don’t Lose Two 108\u003c\/p\u003e \u003cp\u003eThe Virtual Handshake 113\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Paying the Mortgage 117\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Establish Value-Based Fees 117\u003c\/p\u003e \u003cp\u003eFee Formulas 120\u003c\/p\u003e \u003cp\u003eFifty Factors to Consider 124\u003c\/p\u003e \u003cp\u003eOther Fee Considerations 127\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Moving On Up 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFastening the Watertight Doors 131\u003c\/p\u003e \u003cp\u003eWhy You Don’t Need a Staff and How to Find Resources 136\u003c\/p\u003e \u003cp\u003ePassive Income Alternatives 139\u003c\/p\u003e \u003cp\u003eWorking Globally 143\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Living the Dream 149\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Your Brand 149\u003c\/p\u003e \u003cp\u003eMoving to Advisory (Vault) Work 153\u003c\/p\u003e \u003cp\u003eIntellectual Property and Thought Leadership 157\u003c\/p\u003e \u003cp\u003eThe Essence of a Career 161\u003c\/p\u003e \u003cp\u003eAppendix A: 101 Questions for Any Sales Situation You’ll Ever Face 167\u003c\/p\u003e \u003cp\u003eAppendix B: Suggested Reading in the Field 179\u003c\/p\u003e \u003cp\u003eAppendix C: Sample Proposal 181\u003c\/p\u003e \u003cp\u003eAppendix D: Sample Long Biographical Sketch 187\u003c\/p\u003e \u003cp\u003eAppendix E: Sample Short Biographical Sketch 191\u003c\/p\u003e \u003cp\u003eAppendix F: Further Resources 193\u003c\/p\u003e \u003cp\u003eIndex 195\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eALAN WEISS\u003c\/b\u003e is a consultant, speaker, and bestselling author. His consulting firm, Summit Consulting Group, Inc., has attracted clients such as Mercedes-Benz, Merck, \u003ci\u003eThe New York Times\u003c\/i\u003e, and over 500 other leading organizations. His speaking typically includes 30 keynotes a year at major conferences.    \u003c\/p\u003e\u003cp\u003e\u003cb\u003eThe unparalleled, comprehensive guidebook for first-time consultants, revised and updated\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eThe fourth edition of\u003cb\u003e\u003c\/b\u003e \u003ci\u003eGetting Started in Consulting\u003c\/i\u003e is the hands-on guide for moving from the restrictive environment of the corporate office to the blissful freedom of the home office. \u003ci\u003eGetting Started in Consulting\u003c\/i\u003e offers a blueprint for people who want to take control of their future, be their own boss, and start their own consultancy. \u003c\/p\u003e\u003cp\u003eFor almost two decades, Alan Weiss's \u003ci\u003eGetting Started in Consulting\u003c\/i\u003e has been \u003ci\u003ethe\u003c\/i\u003e indispensable resource for anyone who wants to take the plunge and start a new consulting business. The book is filled with expert advice and the nuts-and-bolts basics about financing your enterprise, marketing your services, writing persuasive proposals, meeting legal requirements, setting fees, financial controls, and more. \u003c\/p\u003e\u003cp\u003eThis updated edition of \u003ci\u003eGetting Started in Consulting\u003c\/i\u003e covers a wealth of new material, and continues to be as practical as ever. In addition to the basics, you'll benefit from a host of new details and resources. \u003ci\u003eGetting Started in Consulting, Fourth Edition\u003c\/i\u003e contains information for: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eCreating a specific, realistic launch timetable\u003c\/li\u003e \u003cli\u003eUnderstanding the new realities of global business\u003c\/li\u003e \u003cli\u003eDiscerning key distinctions of corporate (wholesale) business and individual (retail) business\u003c\/li\u003e \u003cli\u003eAssessing recent changes in legal and financial guidelines\u003c\/li\u003e \u003cli\u003eReducing labor substantially\u003c\/li\u003e \u003cli\u003eAbandoning paper support and creating an online presence\u003c\/li\u003e \u003cli\u003eIncorporating today's informal media\u003c\/li\u003e \u003cli\u003eMitigating the 11 most common and challenging issues of clients and prospects\u003c\/li\u003e \u003cli\u003eApplying the newest marketing best practices\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eNow is the time to start that consulting business you've been dreaming of. Make sure you do it right—and do it profitably—with \u003ci\u003eGetting Started in Consulting, Fourth Edition\u003c\/i\u003e.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989288665317,"sku":"NP9781119542155","price":20.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119542155.jpg?v=1761783530","url":"https:\/\/k12savings.com\/es\/products\/getting-started-in-consulting-isbn-9781119542155","provider":"K12savings","version":"1.0","type":"link"}