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The Consulting Bible: Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice Paperback – March 21, 2011


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The Consulting Bible: Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice + Getting Started in Consulting + Million Dollar Consulting
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Product Details

  • Paperback: 288 pages
  • Publisher: Wiley; 1 edition (March 21, 2011)
  • Language: English
  • ISBN-10: 0470928085
  • ISBN-13: 978-0470928080
  • Product Dimensions: 9 x 6 x 0.8 inches
  • Shipping Weight: 10.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.2 out of 5 stars  See all reviews (45 customer reviews)
  • Amazon Best Sellers Rank: #58,024 in Books (See Top 100 in Books)

Editorial Reviews

From the Back Cover

A comprehensive guide to becoming THE sought-after thought leader and expert

At a certain point in your career, you realize that you could put your knowledge to better use by extracting yourself from the shadow of the corporate world and striking out on your own. The Consulting Bible is the comprehensive guide to succeeding in the flexible and rewarding profession of solo and boutique consulting.

Bestselling author and celebrated consultant Alan Weiss delivers his field-tested advice so that you can:

  • Learn the nine components of a winning proposal

  • Establish value-based fees and protect that value

  • Create testimonials and references, and establish long-term leverage

  • Acquire know-how for providing coaching, conflict resolution, negotiation, crises management, and dozens of other interventions

  • Develop supreme communication skills

The value you provide as a consultant can be reciprocal and exponential, leading you toward true wealth, defined here as discretionary time and not only dollars in the bank.

"An amazingly thorough compilation of distilled wisdom regarding the elements for success in consulting. The most experienced consultant will harvest many valuable tips, and the newcomer won't be able put it down."—JACK ZENGER, CEO, Zenger Folkman, and bestselling coauthor of The Extraordinary Leader, The Inspiring Leader, and The Extraordinary Coach

"Alan Weiss is a genius marketing consultant who understands the business from the inside out. Apply his years of knowledge and experience to achieve the consulting business of your dreams. Follow the advice of this expert, and success is in your immediate future."—Dr. NIDO QUBEIN, President, High Point University; Chairman, Great Harvest Bread Co; and Recipient, Horatio Alger Award for Distinguished Americans

"If you're a solo practioner or boutique firm principal, you can't afford not to have The Consulting Bible on your desk, earmarked, highlighted, and well worn. It's a must-read, and I can see this book in your future." —DANIEL BURRUS, author of Flash Foresight and Technotrends

About the Author

Alan Weiss, PhD, is recognized as "one of the most highly regarded independent consultants in America" by the New York Post and a "worldwide expert in executive education" by Success magazine. His firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, and over 500 other leading organizations. He is also the bestselling author of Million Dollar Consulting and forty other books.

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

If you want to be a successful consultant, Alan Weiss and his books are for you.
Adam the bicyclist
Overall, the book is a very good read even if slightly provocative where the author discusses flat (time based) fees.
Sai
The book is well written, easy to follow, and gives you an approach that you can implement.
Sean O

Most Helpful Customer Reviews

58 of 65 people found the following review helpful By Flashy on March 6, 2012
Format: Kindle Edition Verified Purchase
A lot of the "bible" appeared to be warmed over advice included to reach a length worth selling. Do we really need advice on "life balance" from Weiss?

He also approaches consulting from his personal model, which is no doubt successful. However, not everyone can just name a 5 figure fee for service. Since he abhors hourly fees, there is no advice in the "bible" on hourly fee consulting.

Contingency fee consulting is also never mentioned, even though all the big firms are engaged in it. The shift of big firms to this fee structure is huge and has implications for firms of all sizes. This form of fee structure was largely non existent in the eighties and nineties, so that may explains Weiss failure to discuss it in the 'bible."

So it is not the bible in its coverage of consulting. It offers some advice you may not be seeking, and provides little insight into today's marketplace.

As to all the positive reviews, I am sure Weiss has his followers. He does give some excellent advice in how to get testimonials, and apparently follows same.
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30 of 33 people found the following review helpful By Brian L. Hill on May 28, 2011
Format: Kindle Edition Verified Purchase
I have not been able to put this book down since downloading it to my Kindle and iPad. So much of the conventional logic that is applied to the business of consulting is wrong. Million Dollar Consulting helped to conquer some of those myths, but Weiss' new book, The Consulting Bible, offers a fresh look at what really matters when building a successful consulting practice. In addition, I personally feel the writing is even better and the organization of the material has a better flow to it.

In my opinion, it is best to approach this book with an open mind. Weiss explains precisely how to attract clients, build trust, craft proposals that get accepted more often than not, command exceptional fees, and what is necessary for building a seven-figure practice. But to do so, one must discard concepts that don't work: marketing oneself as a commodity, offering cookie-cutter/bundled solutions, responding to Requests for Proposals, and most notably - billing by units of time rather than offering fees based on value.

Weiss has not only established his own multi-million dollar consulting practice, but is responsible for helping more consultants achieve seven-figure incomes than Harvard Business School.

While any single component of the book (how to write effective proposals, marketing gravity, value-based fees) would easily justify the purchase, the book is much greater than the sum of its parts. The completeness of this guide combined with the well-established authority of the author make this a must-read for anyone seeking to improve their clients' situations.
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28 of 32 people found the following review helpful By Spidey on May 22, 2012
Format: Paperback
I run a consulting business, and really wanted to like this book. More important, I wanted to benefit a lot from this book. That didn't happen, for a number of reasons.

First, to give due credit, there is some good material and advice in here. I did benefit from his advice on subcontracting and retainers. I haven't seen advice on those consulting topics much elsewhere, and his advice was insightful and practical. He also addressed ethical issues in consulting, which was good. I also decided to refine my approach to initial discussions & proposals with prospective clients based on his advice - so he deserves credit there, too. And for those starting out in consulting, the author does address fundamentals such as incorporation and insurance.

But he also fills the book with topics that don't belong in such a book. We consultants don't need a book on consulting to lecture us on work/life balance any more than plumbers need a book on plumbing to tell them about that issue. The author also devotes a good deal of space to organizational development, conflict resolution, and other matters that most consultants DON'T consult on. Those were of no use or interest to me. His advice on some issues, such as copyright notices, was inaccurate and long out-of-date.

And then there was the author's use of figures (charts, graphs, etc.). He used them frequently and poorly. Not only were most of the figures unnecessary and unclear as to their meaning, the author had the audacity to re-use them in multiple instances!

In apparent attempts to be clever, much of his writing was unclear. (At the very least, an editor should have corrected that.) And some of his advice on consulting was simply BAD.
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18 of 22 people found the following review helpful By Jer on April 25, 2011
Format: Kindle Edition Verified Purchase
Alan Weiss does it again. I have 5 of Alan's books and I refer to all of them often. "The Consulting Bible" is another great addition to my library. Because it's not the first Alan Weiss consulting book I've read, there was no "mind-blowing epiphany" with this one. That occurred when I read "Value Based Fees."

"The Consulting Bible" brought new ideas and several pieces from Alan's previous works all into one, self-contained "bible" of a book.

I've been consulting in the Alternative Financial Services (AFS - payday loans, car title loans, check cashing...) space since 1997 and Alan's thoughts and templates have been invaluable.

No matter what industry you're in, GET THIS BOOK and his others!
Jer Ayles-Ayler Trihouse
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