Getting Started in Consulting, Fourth Edition
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  • Wiley

More About This Title Getting Started in Consulting, Fourth Edition

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ALAN WEISS is a consultant, speaker, and bestselling author. His consulting firm, Summit Consulting Group, Inc., has attracted clients such as Mercedes-Benz, Merck, The New York Times, and over 500 other leading organizations. His speaking typically includes 30 keynotes a year at major conferences.

English

Introduction

1. Your mindset will determine your success

The notion of value

Support systems

Basic necessities

Hitting the ground running

2. Barging into the business

The concept of marketing gravity

Calling everyone you know

Making money by working for free

Networking is a process, not an event

3. Becoming a marketer

Creating an Accelerant Curve

Money talks

Wholesale and retail

Passive income

4. Technology for the next nine seconds

The greatest technology myths

The role of a web site might surprise you

Social media platforms are often tilted

Remaining cutting edge without hurting yourself

5. Finding the economic buyer

St. Paul was the first virtual marketer

Charging past gatekeepers

Why “HR” means “hardly relevant

Read, see, hear, feel

6. In the buyer’s office

Establishing trust

Finding issues and “dynamic capture”

Gaining conceptual agreement

Pouring concrete

7. Closing the sale

How to write a proposal that’s accepted every time

Why buyers “go dark”

You’re actually closing three sales, don’t lose two

The virtual handshake

8. Paying the mortgage

How to establish value-based fees

Fee formulas

50 factors to consider

Other fee considerations

9. Moving on up

Fastening the watertight doors

Why you don’t need a staff and how to find resources

Advanced passive income alternatives

Working globally

10. Living the dream

Building your brand

Moving to advisory (vault) work

Intellectual property and thought leadership

The essence of a career

Appendix A: 101 Questions for Any Sales Situation You’ll Ever Face

Appendix B: Suggested Reading in the Field

Appendix C: Sample Proposal

Appendix D: Sample Long Biographical Sketch

Appendix E: Sample Short Biographical Sketch

Appendix F: Further Resources

Index

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