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Million Dollar Consulting: The Professional's Guide to Growing a Practice Paperback – August 5, 2002


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Product Details

  • Paperback: 292 pages
  • Publisher: McGraw-Hill; 3 edition (August 5, 2002)
  • Language: English
  • ISBN-10: 007138703X
  • ISBN-13: 978-0071387033
  • Product Dimensions: 6 x 0.8 x 9 inches
  • Shipping Weight: 1.1 pounds
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (56 customer reviews)
  • Amazon Best Sellers Rank: #1,133,703 in Books (See Top 100 in Books)

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.


More About the Author

Alan Weiss: Biographical Sketch

Alan Weiss is one of those rare people who can say he is a consultant, speaker and author and mean it. His consulting firm, Summit Consulting Group, Inc. has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times, and over 400 other leading organizations. He serves on the boards of directors of the Trinity Repertory Company, a Tony-Award-winning New England regional theater, and the Newport International Film Festival.
His speaking typically includes 30 keynotes a year at major conferences, and he has been a visiting faculty member at Case Western Reserve University, Boston College, Tufts, St. John's, the University of Illinois, the Institute of Management Studies, and the University of Georgia Graduate School of Business. He has held an appointment as adjunct professor in the Graduate School of Business at the University of Rhode Island where he taught courses on advanced management and consulting skills. He holds the record for selling out the highest priced workshop (on entrepreneurialism) in the 21-year history of New York City's Learning Annex. His Ph.D. is in psychology and he is a member of the American Psychological Society, the American Counseling Association, Division 13 of the American Psychological Association, and the Society for Personality and Social Psychology. He was recently appointed to the Board of Governors of Harvard University's Center for Mental Illness and the Media. He has keynoted for the American Psychological Association on two occasions.
He is a 2006 inductee into the Professional Speaking Hall of Fame' and the concurrent recipient of the National Speakers Association Council of Peers Award of Excellence, representing the top 1% of professional speakers in the world
His prolific publishing includes over 500 articles and 25 books, including his best-seller, Million Dollar Consulting (from McGraw-Hill). His newest is The Million Dollar Consulting' Toolkit. His books have been on the curricula at Villanova, Temple University, and the Wharton School of Business, and have been translated into German, Italian, Arabic, Spanish, Russian, and Chinese.


He is interviewed and quoted frequently in the media, and is an active member of the American Federation of Television and Radio Artists. His career has taken him to 54 countries and 49 states. (He is afraid to go to North Dakota.) Success Magazine has cited him in an editorial devoted to his work as 'a worldwide expert in executive education.' The New York Post calls him 'one of the most highly regarded independent consultants in America.' He is the winner of the prestigious Axiem Award for Excellence in Audio Presentation.
In 2006 he was presented with the Lifetime Achievement Award of the American Press Institute, the first-ever for a non-journalist, and one of only seven awarded in the 60-year history of the association.
He has coached the former and present Miss Rhode Island/Miss America candidates in interviewing skills.
He once appeared on the popular American TV game show Jeopardy, where he lost badly in the first round to a dancing waiter from Iowa.


Customer Reviews

A must read for anyone considering the consulting business.
Michael D. Bailey
And if you're one who reads books at the library before you buy them - I'll save you a trip to the library.
Dan Seidman
Alan Weiss is great I have several of his books and this one helped me to open my own consulting business.
Alois Francois Larc Deli

Most Helpful Customer Reviews

10 of 11 people found the following review helpful By Elijah Chingosho on July 17, 2006
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.
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6 of 6 people found the following review helpful By Louie A. Storiale on March 4, 2005
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!!
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5 of 6 people found the following review helpful By John E. Lincoln VINE VOICE on December 20, 2005
Format: Paperback 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.
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5 of 6 people found the following review helpful By Fritz Hagedorn on March 25, 2008
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.
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4 of 5 people found the following review helpful By J. Gill on July 4, 2005
Format: Paperback
This book has helped me to take my consulting practice to the next level. I had been searching for a book or person to help guide my efforts to grow my business, and one day at the book store I saw this book on the shelf. The title stood out as one of my business objectives, and prompted me to take a look.

Upon initially opening the book, I happened to arrive at the "How to write a Proposal" segment. That was one of the areas I was currently seeking better knowledge and wisdom on; right there I learned something I could apply before even purchasing the book.

After purchasing, and before I finished reading it and absorbing its concepts, I was able to successfully sell a proposal for the largest project my company has undertaken as of yet.

This book has an immense amount of wisdom, and empirical data to support principles and concepts.

It's well written, and easy to pick up and learn something from.

This book is highly recommended.
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