- Series: 90 Days to Success
- Paperback: 235 pages
- Publisher: Cengage Learning PTR; 1 edition (September 16, 2009)
- Language: English
- ISBN-10: 9781435454422
- ISBN-13: 978-1435454422
- ASIN: 1435454421
- Product Dimensions: 6 x 0.6 x 9 inches
- Shipping Weight: 15.8 ounces (View shipping rates and policies)
- Average Customer Review: 13 customer reviews
- Amazon Best Sellers Rank: #528,183 in Books (See Top 100 in Books)
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90 Days to Success in Consulting Paperback – September 16, 2009
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From the Author: Top Mistakes Consultants Make...
In Developing the Business
- Failing to mind the business side of the practice, whatever that may be
- Letting your personal image decline
- Failing to stay educated in your field and letting the clients get ahead of you
- Not updating your skills
- Failing to create intellectual property and reasons/cover for clients to hire you
- Creating a high cost structure for the business
- Not monitoring company and service messaging by your sales channels
- Spending too long on fruitless activity
- Failing to see the signs of business decline and time for adjustment
- Working too much and failing to balance your life
In Selling the Services
- Always overtly angling the client for more work
- Caving on client rate and price demands without negotiating reduced scope
- Acting subservient (or superior) to the prospective hiring manager
- Not reading contracts thoroughly or making them detailed enough
- For fixed-price work, not tightening up acceptance/completion criteria
- Bringing out the same hammer to solve every client problem
- Doing great work, but ultimately failing due to poor interpersonal relationships
- Burying issues in hopes they go away instead of proactively solving them
- Assuming the client is on board with your industry terminology
- Staying at the "consultant speak" level and not forging real solutions
- Adopting an employee mindset with the client in terms of work culture
- Always angling for personal credit in situations instead of giving credit
About the Author
William is President of McKnight Consulting Group. William and his teams have been a key part of numerous end client successes. His clients range from $100M companies to numerous companies in the Fortune 50. Many end clients have gone public with their success story. His team's implementations from both information technology and consultant positions have won Best Practices awards. William is an Entrepreneur of the Year Finalist, a frequent best practices judge in his field, and an expert witness. He has been a part of 100 client programs worldwide and has over 300 articles, white papers and tips in publication. William is also a popular speaker who has given numerous keynote presentations at major conferences internationally and at online trade shows and has given over 150 public seminars and webinars. He is widely quoted in the press. William writes pragmatically from his experience starting from scratch and taking his company to placement on the Inc. 500, the Dallas 100, the Collin (county) 60 to seller of a multi-million dollar consulting firm, as well as executive roles in public and boutique consultancies. He relates to each level of consulting growth and is a passionate communicator and motivator. William is a former information technology vice president of a Fortune company and holds an MBA.
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McKnight's writing style is easy on the brain. The prose is pragmatic; waxing eloquent when he wishes to make a point.
When I told my friend Donald Farmer - author of The Rational Guide to Extending SSIS 2005 with Script (Rational Guides) - that I was leaving my full-time job to begin consulting, he sent me a copy of this book as a gift. Since receiving it, reading it, and practicing the advice contained therein; I know why. I've recommended the book to many consultants and those who seek to be consultants someday. 90 Days to Success in Consulting should be required reading for all consultants or those desiring to enter the field.
William did a great job of including examples of typical consulting scenarios, and then he walked you through the options - instead of providing a cookie-cutter response. He didn't approach it from: if A, then B. It was more about: if A, then you may do B (because of ...) or you may do C (because of ...). What was also beneficial was the Action Plan checklist at the end of each chapter. It summarized the key tasks discussed in the chapter, and at a glance, you can assess where you're at and what still needs to be done.