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08327nam a22002177a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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20221130101217.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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221130b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781119776871 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Classification number |
001 |
| Item number |
WEI |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Weiss, Alan |
| 245 ## - TITLE STATEMENT |
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| Title |
The consulting Bible: |
| Remainder of title |
everything you need to know to create and expand a seven-figure consulting practice |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
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| Name of publisher, distributor, etc. |
John Wiley & Sons, Inc. |
| Place of publication, distribution, etc. |
New Jersey |
| Date of publication, distribution, etc. |
2021 |
| 300 ## - PHYSICAL DESCRIPTION |
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| Extent |
xviii, 269 p. |
| 365 ## - TRADE PRICE |
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| Price type code |
USD |
| Price amount |
24.95 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
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| Bibliography, etc. note |
TABLE OF CONTENTS<br/>Introduction to the First Edition<br/><br/>Introduction to the Second Edition<br/><br/>Section I Genesis: Consulting as a Profession<br/><br/>Chapter 1 Origins and Evolution: From Whence We Came<br/><br/>The Role of a Consultant<br/><br/>The Ongoing Need<br/><br/>Various Forms<br/><br/>Examples of Success<br/><br/>The Future<br/><br/>Trend 1: The Transience of Talent<br/><br/>Trend 2: HR Becomes the Incredible Shrinking Function<br/><br/>Trend 3: Emerging Markets<br/><br/>Trend 4: Volunteerism<br/><br/>Trend 5: The Importance of Communities<br/><br/>Chapter 2 Creation: How to Establish and Dramatically Grow Your Business<br/><br/>Legal<br/><br/>Incorporation<br/><br/>Protection<br/><br/>Financial<br/><br/>Insurance<br/><br/>Retirement<br/><br/>Normal Conditions<br/><br/>Administrative Support and Resources<br/><br/>Emotional Support and Resources<br/><br/>Inordinate Fear of Risk<br/><br/>Time Demands and Loss of Attention<br/><br/>Dueling Careers<br/><br/>Two Available Structures<br/><br/>The True Solo Practitioner<br/><br/>The Firm Principal<br/><br/>Chapter 3 Philosophy: What You Believe Will Inform How You Act<br/><br/>Hydraulics: Raise Fees and Reduce Labor<br/><br/>Identifying True Buyers<br/><br/>Conceptual Agreement<br/><br/>Objectives<br/><br/>Measures of Success<br/><br/>Value<br/><br/>Leveraging<br/><br/>Principles of Leverage<br/><br/>Section II Exodus: Consulting as a Business<br/><br/>Chapter 4 The Journey: How to Market Your Value Rapidly and Profitably<br/><br/>Creating Gravity and Attraction<br/><br/>Reaching Out Effectively<br/><br/>Viral and Social Media Implementation<br/><br/>Creating an Accelerant Curve<br/><br/>Shameless Promotion<br/><br/>Technology Strategies<br/><br/>Chapter 5 Presence: How to Be an Authority and Expert<br/><br/>Creating and Nurturing a Brand<br/><br/>Expanding Products and Services<br/><br/>Considering Alliances<br/><br/>Referral Business<br/><br/>Client Referrals<br/><br/>Nonclient Referrals<br/><br/>Indirect Referrals<br/><br/>Advisory Business (Retainers)<br/><br/>Global Work<br/><br/>Chapter 6 Celebrity: How to be the Authority and Expert<br/><br/>Thought Leadership<br/><br/>Authorship<br/><br/>Value-Based Fees<br/><br/>Subcontracting, Franchising, Licensing<br/><br/>Subcontracting<br/><br/>Franchising<br/><br/>Licensing<br/><br/>The Talent Prevails<br/><br/>Reinvention<br/><br/>Creating Communities<br/><br/>Section III Deuteronomy: Consulting Methodology<br/><br/>Chapter 7 The Perfect Proposal: How to Write a Proposal That’s Accepted Every Time<br/><br/>Assuring Success<br/><br/>Find the Economic Buyer<br/><br/>Establish a Trusting Relationship with the Economic Buyer<br/><br/>Demonstrate That You Are a Peer of the Buyer, Not Lower-Level People<br/><br/>Always Create a Definitive Net Time and Date<br/><br/>Conceptual Agreement<br/><br/>Objectives<br/><br/>Measures of Success, or Metrics<br/><br/>Value<br/><br/>The Nine Components of a Great Proposal<br/><br/>1. Situation Appraisal<br/><br/>2. Objectives<br/><br/>3. Measures of Success<br/><br/>4. Value<br/><br/>5. Methodology and Options<br/><br/>6. Timing<br/><br/>7. Joint Accountabilities<br/><br/>8. Terms and Conditions<br/><br/>9. Acceptance<br/><br/>How to Submit<br/><br/>Never Suggest Phases<br/><br/>FedEx the Proposal<br/><br/>Create a Time and Date Certain to Review the Next Action<br/><br/>Don’t Add Bling<br/><br/>Before Submitting, Ask One Key Question<br/><br/>Be Prepared for Success<br/><br/>How to Close and Launch<br/><br/>The Buyer Wants to Meet<br/><br/>The Buyer Says That Some More People Will Look at the Proposal<br/><br/>The Buyer Loves Option 3 but Only Has Budget for Option 2<br/><br/>The Buyer Attempts to Negotiate Price<br/><br/>Chapter 8 Implementation: Simplicity Over Complexity<br/><br/>Occam’s Razor<br/><br/>Your Options Must Set the Stage for Simplicity<br/><br/>The Buyer Must Enforce Subordinate Accountability<br/><br/>Buyers Must Use Their Clout Where Needed<br/><br/>The Buyer Is Your Partner and Must Act Like One<br/><br/>The Key Stakeholders and Influence Points<br/><br/>Avoiding Scope Seep<br/><br/>Midcourse Corrections<br/><br/>Chapter 9 Disengaging: It’s Been Nice, but I Really Must Be Going<br/><br/>Demonstrating Success<br/><br/>Obtaining Referrals<br/><br/>Obtaining Repeat Business<br/><br/>Expansion<br/><br/>Transference<br/><br/>Creating Testimonials and References<br/><br/>Prepare the Buyer<br/><br/>Always Provide Options<br/><br/>Seek People Other Than Your Buyer<br/><br/>Use Multimedia<br/><br/>Provide Examples of What You Need<br/><br/>Guarantee Nonabuse<br/><br/>If Requested, Write It Yourself with Options<br/><br/>With References, Stipulate What’s Expected<br/><br/>Long-Term Leverage<br/><br/>Section IV Acts of the Apostles: Implementing Consulting Methodologies<br/><br/>Chapter 10 Interpersonal Methodologies: People First<br/><br/>Coaching<br/><br/>Facilitating<br/><br/>Conflict Resolution<br/><br/>Objectives<br/><br/>Alternatives<br/><br/>Conflict Over Objectives<br/><br/>Conflict Over Alternatives<br/><br/>Negotiating<br/><br/>Musts<br/><br/>Wants<br/><br/>Skills Development<br/><br/>Chapter 11 Teams and Groups: No One Is an Island<br/><br/>Leadership<br/><br/>Succession Planning<br/><br/>Career Development<br/><br/>Teams Versus Committees<br/><br/>Communications and Feedback<br/><br/>Alan’s Communications Criteria<br/><br/>Chapter 12 Organization Development: All the King’s Horses, and All the King’s Men<br/><br/>Strategy<br/><br/>Change Management<br/><br/>Cultural Change<br/><br/>Crisis Management<br/><br/>Innovation<br/><br/>Section V Proverbs: Consulting Success<br/><br/>Chapter 13 Ethics of the Business: What’s Legal Isn’t Always Ethical<br/><br/>When Bad Things Happen to Good Consultants<br/><br/>Case Studies on Ethics in Action<br/><br/>Financial Follies<br/><br/>Protection and Plagiarism<br/><br/>When to Refuse Business or Fire Clients<br/><br/>Doing Well by Doing Right<br/><br/>Chapter 14 Exit Strategies: Nothing Is Forever<br/><br/>Building Equity<br/><br/>Licensing Intellectual Property<br/><br/>Achieving Life Balance<br/><br/>Finding Successors and Buyers<br/><br/>Transitioning<br/><br/>Chapter 15 Payback and Reinvestment: We Build Our Houses and Then They Build Us<br/><br/>Mentoring Others<br/><br/>Advancing the State of the Art<br/><br/>Participation in the Evolution<br/><br/>The Future<br/><br/>Chapter 16 Consulting in Crisis Times<br/><br/>The Nature of Volatility<br/><br/>Disruption as A Weapon<br/><br/>Revelations<br/><br/>add some space here<br/><br/>Physical Appendix<br/><br/>Virtual Appendix<br/><br/>Notes<br/><br/>About the Author<br/><br/>Index |
| 520 ## - SUMMARY, ETC. |
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| Summary, etc. |
DESCRIPTION<br/>The new edition of bestselling real-world guide to consultancy success, from the “Rock Star of Consulting” Alan Weiss <br/><br/>The second edition of The Consulting Bible: Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice remains the most comprehensive and practical guide to the consulting profession, from launch to high growth, from marketing to implementation. Legendary consultant, speaker, and bestselling author Alan Weiss shows you how to create an independent or boutique consulting practice and take it to seven-figure success. Step-by-step, this invaluable resource guides you through attracting clients, maximizing your value, and achieving your career goals. <br/><br/>In the decade since the first publication of The Consulting Bible, an array of significant developments has dramatically impacted the consulting profession: shifts in social consciousness, the Covid-19 pandemic, tele-consulting and virtual meetings, the globalization of the economy, the growth of social media, and many more. This exhaustively revised new edition provides specific approaches and techniques for mastering the new consulting environment and turning volatility and disruption into unlimited opportunities. Designed to help you become the authority and expert that organizations turn to again and again, this book is your one-stop resource for: <br/><br/>Building a strong global brand that draws people to you <br/>Marketing remotely to reduce costs and allow for higher fees <br/>Mastering the latest implementation techniques <br/>Forging strong relationships with the buyers of a new generation <br/>Selecting the consulting methodology that best fits your requirements <br/>Writing proposals and creating testimonials and references <br/>Using advanced technology to sell and deliver your services <br/>Written for newcomers and veterans alike, The Consulting Bible: Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice, Second Edition, is essential reading for every solo consultant, entrepreneur, and principal of a small consulting firm. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Business consultants |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Consultants--Marketing |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Consultants |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
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| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Book |