Getting Started in Consulting

If you've already read Getting Started in Consulting, chances are you've re-read it several times and checked out some of Alan Weiss' other books. If you haven't read any of Weiss' books - and are a Consultant or are thinking about becoming a Consultant - this is a good place to start. Although this book covers some common ground with Weiss' popular "Million Dollar Consulting", there's enough unique information in each to warrant reading both.The book starts out auspiciously in "Chapter 1 Establishing Goals and Expectations: You Will Be What You Decide to Be, Nothing Less, Nothing More". To support this thesis, Weiss points out that despite experts' warnings about much hard work and travel a consultant must endure for a maximum of a $300K income, he runs a 7-figure practice from his house with no staff or office. "The problem is that if you educate yourself incorrectly at the onset, you're vulnerable to successfully meeting the exact wrong set of expectations." - Written like a true consultant.The first order of business is to manage your financial situation - be prepared for a slow first year.He presents the Ten Traits - "ideal consultant behaviors and attributes as they apply to a solo practitioner, based on my observations of success and failure over 27 years.... If you have a reasonable chance of performing well in these 10 areas, you've got an excellent shot at making it as a consultant. Eight out of 10 might do it. Less than that and you may be setting yourself up..."Other important areas covered in the book are:Why collaboration is often a bad idea.Your office space, office equipment, and softwareLegal, Financial and AdministrativeThe essential components of marketing and sellingIn finding the right buyer, don't get stuck with the gatekeeper. A number of very useful techniques are presented to identify and get past the gatekeeper, among them the simple test "If you and I reach agreement today, can we shake hands and begin tomorrow?"Closing the Sale actually begins much earlier than you would think. By the time the proposal is presented, the sale should have already been made. The relationship building process provides the foundation for the "conceptual agreement on outcomes"; the proposal is just a formality to acknowledge that agreement.Weiss explains why your proposal should be simple with no "legalese" and short (2-3 pages).The key to a high-dollar practice is using a win-win pricing model where the client participates in establishing the value to the organization of what the consultant will provide.Although the section "Forty Ways to Increase Your Fees" is very enticing, it's generally 40 tips to support the results-based approach, although a number of the suggestions could be used to increase the contract amount by expanding the scope/results..In the latter part of the book keys top maintaining a successful practice are presented along with ways to achieve passive income which can in some cases lead to more active income busi

Don't go in the water without this consulting life preserver if you're just starting out, OR you're not making enough money. This book pulled the entire strategy of developing a top flight practice completely together for me with the why's, what's, and how's. Once you've read this book, move onto the other books by Mr. Weiss. He gives invaluable advice and walks his talk. Each and every time I have contacted him via email, I have been floored that he not only responds to my messages in a thoughtful way, but he does so before I expect it -- and I'm not a client, mentoree, etc. So stop schlepping your services, GET THIS BOOK, follow his advice, and read all the others you can find. NOt only does Getting Started... tell you what to do, it tells you WHY you need to do it and then how to use it. The reason I found this so enlightening is because I came from an industry in which MANAGEMENT SKILLS are avoided like the plague and effective, strategic marketing skills are theories, at best. In fact, if you're working for someone, you'd be wise to get this book and start thinking like you're on your own. After all, it's a guarantee that you will be one day in this marketplace.

Alan's book has shown me a totally new approach to consulting. I was surprised to find out how simple, but straight-to-the point a proposal should be to generate results without wasting several days on writing it. I really like the questions to ask to determine the economic buyer and then guide him / her towards the clear understanding of the value of the service, so there will be no resistance when presenting fees.And then his fee structure is just amazing. So deceivingly simple - based on delivered value, but overlooked by most consultants. I feel that in today's consulting marketplace Alan is one of the very few consultants who has something really unique and profound to share with his readers.I look forward to his upcoming publications, because I know I will always find something new in his books.

First, this is not really a beginner book. Oh, it's great for people just starting out in consulting. But it is doubtful they will fully appreciate the advice in this book.If you have read Million Dollar Consulting by the same author then you will be prepared for his recommendation on billing on value... not on hours.In this book, Dr. Weiss presents his grand unified recommendations on the proper way to organize and start your consulting practice. This book is easy to read. And, there's lots of examples of real situations.Dr. Weiss has a web site and lists other materials for sale. I reviewed one of his videos on line and he is very humorous in person. He claims to make more than $1 million per year consulting (and speaking). He went from 0 to over $1 million in 6 years. He's an organizational consultant.I rate this book a MUST READ if you are a consultant. I've also ordered his other materials. A fair amount of this other material was included in this new book.John Dunbar