The acclaimed Million Dollar Consulting gives consultants the tools and advice they need to grow a firm that rakes in at least $1 million per year. Alan Weiss, "the consultant's consultant," shows step-by-step how to raise capital, reel in new clients, set fees, accelerate growth, and more. This updated and expanded edition will appeal to both Weiss's many current fans and a whole new generation of readers looking for the best advice available for anyone who wants to build a million-dollar consulting/speaking career.
Million Dollar Consulting
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Editorial Reviews
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
Most Helpful Customer Reviews
10 of 11 people found the following review helpful
Format:Paperback
Alan Weiss is a successful consultant whose advice and views have been a guiding light in my developing management consultancy business. When I was a beginner learning the ropes of this wonderful profession, I benefited immensely from "Getting Started in Consulting" by the same author. "Million Dollar Consulting" is an excellent addition to my library as it gives practical advice on how to grow my firm.
This is a well written book that provides step-by-step guidance on various critical elements pertaining to the profession. This includes how to set consultancy fees, how to effectively market and sell consultancy services, how to establish trust and lasting client relationships, items to include in a press kit, how to raise capital, and how to speed up growth of the firm, among several other useful ideas and tips. The issue of setting up value based fees is very innovative and a more transparent way to charge for one's services.
A unique and informative book that is full of valuable ideas and advice on consultancy that is a must read for those who are in the consultancy business or those who wish to grow their firms.
Useful tip: it is a useful investment to also buy the other books by the same author. They complement each other and have a wealthy of information that is not available elsewhere. These include "The Ultimate Consultant: Powerful Techniques for the Successful Practitioner", "How to Establish a Unique Brand in the Consulting Profession: Powerful Techniques for the Successful Practitioner", "Value-Based Fees: How to Charge-and Get-What You're Worth". If you are a veteran, you can miss the other book "Getting Started in Consulting" but if you are getting started, you need to start with this book.
This is a well written book that provides step-by-step guidance on various critical elements pertaining to the profession. This includes how to set consultancy fees, how to effectively market and sell consultancy services, how to establish trust and lasting client relationships, items to include in a press kit, how to raise capital, and how to speed up growth of the firm, among several other useful ideas and tips. The issue of setting up value based fees is very innovative and a more transparent way to charge for one's services.
A unique and informative book that is full of valuable ideas and advice on consultancy that is a must read for those who are in the consultancy business or those who wish to grow their firms.
Useful tip: it is a useful investment to also buy the other books by the same author. They complement each other and have a wealthy of information that is not available elsewhere. These include "The Ultimate Consultant: Powerful Techniques for the Successful Practitioner", "How to Establish a Unique Brand in the Consulting Profession: Powerful Techniques for the Successful Practitioner", "Value-Based Fees: How to Charge-and Get-What You're Worth". If you are a veteran, you can miss the other book "Getting Started in Consulting" but if you are getting started, you need to start with this book.
5 of 5 people found the following review helpful
Format:Paperback
If a successful, wealthy business person could somehow articulate all they've learned in a neat little package, this is what Alan Weiss has done. It is the perfect book. It has given me a wealth of knowledge of the consulting field, the knowledge to make it grow, and most importantly Alan has convinced me that it is possible to become a wealthy business owner and still maintain a company of one employee, me.
I have just completed the book and wrote notes in most of the margins. I use it now as a reference book, because it now acts like an encyclopedia. This is the second consulting book (about the 20th business/management book) I've read and it is by far the best one. Real practical knowledge. Buy it, Keep it, Use it!!
I have just completed the book and wrote notes in most of the margins. I use it now as a reference book, because it now acts like an encyclopedia. This is the second consulting book (about the 20th business/management book) I've read and it is by far the best one. Real practical knowledge. Buy it, Keep it, Use it!!
5 of 6 people found the following review helpful
Format:Paperback|Amazon Verified Purchase
If I were to pick the one book for the new or established consultant, this would be it. In fact, I've purchased every edition of this that has been published, and given several additional away to others contemplating consulting as a career. I'm a practicing full-time consultant (medical devices, regulatory affairs) for the past 10 years, and have re-read this book many times and still find points to implement, refresh my thinking, and reaffirm my committment to the field of consulting. I have purchased virtually all of Weiss' books and have never been disappointed, as well as most other books on consulting. For general reference, I still rate this the best, with his other general book on consulting, "Getting Started In Consulting" a close second. Why? Because his emphasis of value based pricing, project pricing, obtaining fees up front. While these are not new, they are still not practiced by many consultants (fear?) and failure to implement has probably caused most of the failures in our profession (with technical expertise a given, of course). Whenever I choose not to follow that advice, at least I go in knowing the risks. Rereading this type of book allows me to reevaluate, usually annually, together with my business plan update, that I'm on track, or warns of the need to get rid of any bad business habits that have crept in.
5 of 6 people found the following review helpful
Format:Paperback
I was impressed by the few first pages in the book. But as you read along there is very little added.
In my humble opinion the book becomes quite self centric to mister Weiss. If you have access to a lot of top level CEOs and you need somebody to tell you you should charge them fat fees which would exceed "normal" hourly rates, then this book is for you, but then again why would you be after a book like this in that situation.
Sure there are good lines here and there, but overall for me it was not too much fun reading. It is quite US centric and many parts are on the edge of being childish, see chapters on technology for example.
This is the last Weiss book I'll buy.
In my humble opinion the book becomes quite self centric to mister Weiss. If you have access to a lot of top level CEOs and you need somebody to tell you you should charge them fat fees which would exceed "normal" hourly rates, then this book is for you, but then again why would you be after a book like this in that situation.
Sure there are good lines here and there, but overall for me it was not too much fun reading. It is quite US centric and many parts are on the edge of being childish, see chapters on technology for example.
This is the last Weiss book I'll buy.
4 of 5 people found the following review helpful
Format:Paperback
Alan Weiss well deserves the apellation, "consultant to consultants", for this resource of inestimable value. As in nearly all his books, he warns here against the success trap, which is when consultants fall into a rut, stop growing, and start coasting.
Million Dollar Consulting proposes a number of ideas that ensure you're cannot keep still, but must constantly renew your business and grow. Examples are gracefully abandoning the bottom ten percent of your clientele periodically, taking a contrarian approach to consulting, working in non-traditional markets, creating a brand and so forth. The book forces you to think long term: as Weiss often repreats, "think of the fourth sale first".
Million Dollar Consulting proposes a number of ideas that ensure you're cannot keep still, but must constantly renew your business and grow. Examples are gracefully abandoning the bottom ten percent of your clientele periodically, taking a contrarian approach to consulting, working in non-traditional markets, creating a brand and so forth. The book forces you to think long term: as Weiss often repreats, "think of the fourth sale first".
Most Recent Customer Reviews
5.0 out of 5 stars
Geat Easy to Understand Book
Alan Weiss is great I have several of his books and this one helped me to open my own consulting business. Read more
Published 20 months ago by Alois Francois Larc Deli
4.0 out of 5 stars
A guide for solo consultants
A lot of what is said here is plain common sense, but as they say, common sense ain't that common, and so a book like this might help in identifying what you failed to notice or to... Read more
Published 21 months ago by R. Pokkyarath
5.0 out of 5 stars
A Total Paradigm Shift
What ever you've been doing in your practice, regardless of how successful you've become or how great you think your company is, as many business books you've already read, and as... Read more
Published 23 months ago by Blueprint Creative Group
5.0 out of 5 stars
This is a very good book, not only for commercial professionals but...
This is a very good book, not only for commercial professionals but for users of commercial services. Read more
Published on April 23, 2010 by Tony J. Ridley
5.0 out of 5 stars
the Master of Consulting
Alan Weiss is trully the Consultant of Consultants. His books create a storm within the consulting market and allow everyone to take a good look on what great consulting really... Read more
Published on March 10, 2010 by Christoforou Nicos
4.0 out of 5 stars
Great companion to works by Weinberg and Maister
In his text "Million Dollar Consulting: The Professional's Guide to Growing a Practice", Alan Weiss concentrates on providing advice to those individuals seeking to build a small,... Read more
Published on December 7, 2009 by Erik Gfesser
5.0 out of 5 stars
Concise, Practical and Reader-Friendly
I fully expected to need toothpicks to stay awake for this book. Not so. A well-written, practical and very helpful manual for consultants. Read more
Published on October 22, 2009 by Beverly D. Lewis
5.0 out of 5 stars
Wish I had read it sooner!
This book was recommended to me last month by my business coach who was pretty surprised I had not already read it. Read more
Published on May 9, 2009 by Maureen A. Mack
5.0 out of 5 stars
How to Develop a Million Dollar Practise?
Dr William C Byham, author of "Zapp! the Lighting of Empowerment" wrote: "I wish I had the book when I started my company. It is full of information I had to learn the hard way. Read more
Published on March 23, 2009 by Jusuf Hariman
5.0 out of 5 stars
A "Must Read" for the Globally Timid
I just finished reading "The Global Consultant" while on the beach in Puerto Vallarta, Mexico. That helped set the tone for a great read.
Seriously, I loved it. Read more
Seriously, I loved it. Read more
Published on January 27, 2009 by Lisa Nirell
Citations (learn more)
This book cites 31
books:
See all 31 books this book cites
- Top Management Strategy: What It Is and How to Make It Work by Benjamin B. Tregoe on page 163, and Back Matter
- A Theory of Leadership Effectiveness by Fred Edward. Fiedler in Back Matter
- Work and the Nature of Man by Frederick Herzberg in Back Matter
- Beyond Freedom & Dignity by B. F. Skinner in Back Matter
- The Changing World of the Executive by Peter Ferdinand Drucker in Back Matter
See all 31 books this book cites
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