Customer Reviews

Rasputin for Hire: An Inside Look at Management Consulting Between Jobs or as a Second Career

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4 star:		(1)
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2 star:		(1)
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I came across a mention of this book in a forum while researching another topic and decided to give it a look. I've been a consultant for as long as the author (also in marketing and related fields, but not so much to the Fortune 500 that he appears to work with.)

The book reflects consulting as it was in the late 80's and early 90's - certainly not as it is in 2009.

The author gives passing mention to selling and interpersonal skills, but I strongly suspect he's never taken a solution selling (or similar) training course, nor encountered difficult prospects or clients (hint - you walk away from difficult prospects - that way they never get to be difficult clients.) As mentioned - interpersonal skills - such as managing clients' egos, reading the corporate politics and not getting caught in the middle, and sensing if your power sponsor is about to get fired, etc. - are not really discussed at all.

The author also states that a proposal is a key selling document. That's so 80's - or F500 stuff. Most of the businesses I deal with have problems that need to be addressed now, or need critical information - now. The operate for the most part verbally, in real time, not mulling over proposals. My most lucrative multi-year clients have never asked for a proposal - they call (or email), we discuss, agree on a fee and that's it - I'm off and running - sometimes the same day. With new ones, the cycle is of course longer, and there are extended telephone calls or meetings where I sketch out the approach and deliverables. I don't submit proposals unless specifically asked (very rarely) and unless the prospect will also state that I'm the preferred vendor. The reason I don't get asked to submit written proposals is that I tell them that everything that would be in the proposal was discussed in our conversations. If you can't get agreement on those terms - you haven't got the project or closed the sale. That's one of the things sales training teaches you - how not to waste time with tire-kickers.

If you can help the prospect develop a vision of a solution to their problem, demonstrate knowledge of their competitive environment and resources, and convince them you are capable of helping them to get to that solution - there is little need for a written proposal. Again - that's solution selling.

I also have a pay-as-you-go contract (which is the terms of the relationship, not a proposal), and usually require a deposit of some kind. Money is a sign of commitment - no money - no commitment. You don't want to work twice for the same fee - once doing the work, and then collecting it. The author doesn't say anything about contracts or collecting - which I find rather curious. If you do consulting long enough, you will encounter this - sooner or later. After the first encounter, you put systems in place so it doesn't happen again. That is, if you're smart.

Another topic I found curious was the descriptions of consultants who worked seven days a week or never took vacations. That's an employee's mentality. If you are a consultant, you're your own boss (and in essence, a peer to your clients' management) and if you are overworked - that's just a self-inflicted wound.

If you are curious about consulting or just want another take on it - this book is better than most. Alan Weiss' books also contain a nugget or two (provided you don't mind reading the same thing over and over again) - but are mostly theory. But again - most are written to reflect a bygone era. The techniques may work with legacy clients, or for "Rolodex consultants" (former employees or executives who work their Rolodex rather than actually selling to new clients) - but I abandoned those techniques many years ago. The world just moves too fast for most of the stuff the author advocates.

Paul Pensabene..., January 20, 2004,
Must Read For those in or contemplating the Consulting Business as a career move
Mr.Goodman does an excellent job of calling attention to key concentrations in the consulting business. This is a must - reading for those that have just entered,or contemplating, the consulting business or are in-between jobs. The reading is easy and cuts right to the chase. As a marketing executive that has just entered the consulting business, I have found this book to be my reference and standard. The author starts by setting points that help determine whether consulting is the right career choice for the reader. He does an meaningful and excellent job of presenting a straight forward methodology of understanding the interaction with a client, taking you through a project and into writing the proposal with a template that is unmatched. The clear and concise way Mr.Goodman has written his book, has helped me organize my thinking and myself. By using the template as he has presented I was able to write a consulting proposal that blew my competition away.

Paul Pensabene
Marketplace Solutions and Consulting Group
Holbrook, NY

This is a "must read" book for anyone considering the consulting business or for those already in it looking to increase their success. It's an easy reading book, well laid out and gets right to the issues you need to understand about consulting, the pitfalls and how to market yourself. For those who think consulting is an easy or fill-in career between jobs, Mike doesn't pull any punches in describing the difficulties involved in being successful in the consulting business.

I am a technical support consultant for personal computers and I had been billing my time out by the hour. This book pointed out that anyone selling their time rather than their talent is just selling a commodity. I took a look at the type of services I provide and realized that I was under pricing my highly technical expertise and not charging at all for a lot of job related items such as travel and purchasing hardware and software items. I completely revised my price list commensurate with the degree of technical difficulty involved and I am now commanding a premium for my services.

Thank you Rasputin and Mike Goodman!

Marty Roth, Principal
Incon Research, Inc.
INCONnecticut Computer Help

I had a chance to read "Rasputin For Hire" first while it was still in manuscript form. I thought it was a good book then, but it got even better when Goodman added examples and appendices in the final version. (Check out the round-table discussion with experienced consultants, for example.) This book belongs in the hands of anyone who has ever had the thought of consulting, hiring a consultant, or working with one. Goodman understands consulting at a gut level, and he's a master marketing professional. This book combines the two and reflects a very insightful look at how consulting can and should fit into a well-reasoned career strategy. Five stars!

Let's face it, demographics and economics have produced a perfect storm. If you are a baby boomin' child of the 70's you may have day dreamed about dropping out, wearing jeans and "doing your own thing". And, boomers are finding themselves caught in the job shuffle a lot these days. Whether caused by merger, closure, disagreement with Boards of Directors, or premature retirement every boomer who has achieved any level of success thinks about becoming a consultant. High achievers are draw to an irresistibly bright shining light at the end of their dark journey - Consulting. The problem is; knowing what lies on the other side of the light.

Michael Goodman is a long time consultant. He knows exactly what things look like on the other side and masterfully describes the pluses and minuses, the pitfalls and rewards. Don't read this book if you are looking for a "glamour-shot" overview of a consulting career. About half the consultants Goodman interviewed don't like the job and plan to go back to corporate careers. Michael provides solid strategy discussions on this topic as well.

This book provides step-by-step details on almost all of the things you need to know before you jump into this field. Things most of us have learned the hard way. Twenty bucks invested in this book will save you thousands. It might even save your life, stress is a known killer.

About me: Being a consultant was a 20 year dream for me. I wanted it so badly I could taste it. I was fortunate to have a couple of mentors along the way. I have helped a couple of people on their journey. Michael Goodman's book will be my first recommendation from now on......

I'm one of the consultants interviewed by Goodman when he was writing "Rasputin for Hire". I was pleased to see how my remarks and comments were compiled into the book. While I thought the idea behind the book was a good one when he told me about it, upon reading it, the information and advice became more even more useful. The "26 lessons" are most interesting and very appropriate for virtually all consultants. If you've ever thought about consulting, been a consultant or hired or worked with one, you'd find this book an invaluable read. It's a great book, easy to read, with lots of valuable information. I highly recommend it!

This is a totally fantastic book! I just started consulting on my own in July, but reading this book has confirmed that I made the correct decision and has given very practical assistance e.g with proposal writing etc. It's immensely readable and highly practical.

Mr. Goodman did a great job with "Rasputin for Hire". His no nonsense format certainly brings clarity to the profession. As a Managing Director responsible for supporting the professional development of new consultants, I have made this book manditory reading in our firm. The results speak for themselves.

I've had the good fortune of meeting Michael Goodman and I'm better for it.

Being an Executive Recruiter, I'm often asked what books I would recommend to "would be job hunters" and I've already mentioned Mike's other book, "The Potato Chip Difference" to many people - all of whom thanked me profusely for the suggestion.

And so it is with "Rasputin for Hire". Many of the people I deal with are high level executives who have a great deal to offer, but are unsure how to get that across, especially when in transition. Mike's book can be a valuable resource for such professionals. Whether you are between jobs or wondering whether consulting might be right for you, I recommend this book as a "must read".