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Million Dollar Consulting Paperback – July 27, 2009
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About the Author
Alan Weiss, Ph.D., is the founder and president of Summit Consulting Group, Inc., a global firm specializing in management and organizational development. Known as “The Rock Star of Consulting,” he has written 32 books that have been translated into 9 languages, and is the only nonjournalist in the 60-year history of the American Press Institute to be awarded its Lifetime Achievement Award. He is a member of the Professional Speakers Association Hall of Fame. Alan lives in East Greenwich, RI, with his wife, Maria. Learn more about the author at summitconsulting.com and contrarianconsulting.com
Top customer reviews
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The book has some great information, BUT, it is incredibly verbose. What Alan takes 10 pages to describe could easily be boiled down into 10 sentences or less. This book could easily be half its size. I find myself waiting for him to get to the point multiple times. Don't get me wrong, I appreciate the information he is conveying, I just wish he could do it more succinctly and matter-of-factly.
My other complaint is that there is a noticeable amount of content seemingly copied wholesale either from or into his other books. Sometimes it's a paragraph here and there, but occasionally it seems like an entire chapter is repurposed from another of his books word for word. He even uses the same euphemisms over and over in all of his books, sometime with only slightly different context.
Other than that, however, there is good information here for anyone looking to get away from hourly billing and into a value-based system, so it has value in that regard.
The other big issue for me is that this book just seems so dated. I realize the first edition was in the early 90's but the last edition was in 2009. Not only has the technology moved past him (he was suggested technology that was dated even for 2009) but his whole approach seems to be stuck in that 70's and 80's mindset. What worked for him in the past won't work for him now. Worse, many of his suggestions will not serve new consultants well and, since that's kind of the point of this book, that's problematic.
In the end, the best thing I can say about this book is that I got it used.
I recommend to all to read throughly the parts on answering objections. Those are great advice and will be very useful to change the minds of CEO's and avoid being down priced by the peanut counters that all finance dept. have.
This book and a great book on negotiation from Herb Cohen - You can negotiate anything! will be a good match to get you moving specially if you are new in this business. Another and very important book for start ups is: The Four Steps to the epiphany by Steve Blank. I wished I had read it first before doing anything, basically what Blank tells you in the book is test your product/service idea first with real prospects in a real market. Find out if your product is really great and determine the minimum requirements to get to market successfully, do some iterations and test your business model and make sure there are customers ready to buy your product, and do your work before launch, this will help you avoid going to increase the stats of the failure start ups. This quote is great: most of start ups do not fail due to technology, they fail because lack of customers, I can tell you this is absolutely true. Forget the social networks, for consultants you need to meet real people and decision makers who have problems that you can solve, in the social networks what you will find is lots of people looking for free advice, consulting is not a charity. Unless you want to consult pro-bono for some real and good cause which is OK, but first make money..then else. Thanks