Million Dollar Consulting: The Professional's Guide to Growing a Practice

Alan Weiss

McGraw-Hill Professional; 3 edition (1 Sep 2002)

Synopsis
'If you're interested in becoming a rich consultant, this book is a must read' - Robert F. Mager, Founder and President, Mager Associates, member, Training & Development Hall of Fame. Completely updated for today's consultants, this classic how-to handbook gives you the strategies and guidance needed to grow a firm that can bring in $1 million-a-year. Step by step, "Million Dollar Consulting" explains the ins and outs of: raising capital, reeling in new clients, setting fees, accelerating growth, relationship selling, value pricing, self-promotion, and much more! Consultants will find critical new material on how to overcome objections and vital information on internet- and e-based marketing and sales. There's also a new chapter on how to work in smaller markets with family owned businesses, non-profits and other 'non-traditional' clients. Packed with the most up-to date information available, "Million Dollar Consulting" will boost performance and profits for you and the companies you consult. 'Blast out of the per diem trap and into value billing' - Jim Kennedy, Founder, Publisher, and Editor, "Consultants News".

Reviews

Straight talking ...

The thing about this book is that it'll either "do it for you or it won't". There's no middle ground.

It'll probably do it for you if you're ready to take a "different" approach to consulting and implement some strategies you might not have tried in the past and are not too familiar with.

A part of you will read it and think it's not "do-able" and just forget it. Another part of you will feel challenged by the suggestions ... however, trust me on this. If you do actually use ANY the approaches as stated, you WILL stand head and shoulders above your colleagues.

But be warned, this stuff takes guts!

Essential Help for Consultants New and Old
I found this book by chance, looking for help on how to improve my consultancy business. Regardless of whether you have been providing consultancy services for some time or are new to the business you will find this book very useful. Alan's writing style makes the book easy to read and it is full of great information on how to build a successful consultancy business. I found his approach to proposals and fees very useful and have since bought other books such as "How to Write a Proposal That's Accepted Everytime" and "Value-Based Fees"

I would recommend this book to any consultant that is stuck doing the same thing year in year out. It makes you think about the value of what you are offering to your clients and has some genuine help and advice that will help you grow your business.

I have already implemented some of his advice and it has made a real difference both to the relationships with clients and the fees we charge.

Very Powerful Approach to Consulting
I've just finished reading this book, which I read from cover to cover on my holiday ( Yes I know how sad that sounds ! ).

Sometimes the author says things that made me uncomfortable, but only because I wasn't sure I could pull it off, not because it wasn't a good idea.

The book is very well structured, and his whole approach to consulting, reinforces itself.

Develop your skills, so that you are as good as you say you are. Market yourself effectively so that you get the chance to prove what you can do. Develop the relationship so that you really give value. Charge what you're worth. Collect the money. ( For a change, somebody who's good at sales thinks this is important - Yes I am an accountant )

The marketing tips in this book are applicable to anybody providing services, not just consultants. Also he has lots of excellent ideas on business to business marketing, that are also applicable to any business.

There is so much good stuff in this book that I will definitely be reading it again.