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Alan Weiss. The Consulting Bible
Table of Contents
List of Illustrations
Guide
Pages
THE CONSULTING BIBLE
Introduction to the First Edition
Introduction to the Second Edition
Other Works by Alan Weiss
Section I Genesis: Consulting as a Profession
Chapter 1 Origins and Evolution: From Whence We Came. The Role of a Consultant
The Gospel
The Ongoing Need
The Gospel
Various Forms
The Gospel
Examples of Success
The Gospel
The Future
Trend 1: The Transience of Talent
Trend 2: HR Becomes the Incredible Shrinking Function
Trend 3: Emerging Markets
The Gospel
Trend 4: Volunteerism
Trend 5: The Importance of Communities
Notes
Chapter 2 Creation: How to Establish and Dramatically Grow Your Business. Legal. Incorporation
The Gospel
Protection
Financial. Insurance
Retirement
Normal Conditions
Administrative Support and Resources
The Gospel
Emotional Support and Resources
Inordinate Fear of Risk
Time Demands and Loss of Attention
Dueling Careers
The Gospel
Two Available Structures
The True Solo Practitioner
The Firm Principal
The Gospel
The Story of Phil
Notes
Chapter 3 Philosophy: What You Believe Will Inform How You Act. Hydraulics: Raise Fees and Reduce Labor
The Gospel
Case Study: The Manufacturing Star
Identifying True Buyers
Case Study: The Pathetic Payment Policy
Questions to Determine the Economic Buyer
The Gospel
How do you know if you have a “trusting relationship” with a buyer?
Conceptual Agreement
Objectives
Measures of Success
The Gospel
Value
Leveraging
The Gospel
Principles of Leverage
Notes
Section II Exodus: Consulting as a Business
Chapter 4 The Journey: How to Market Your Value Rapidly and Profitably. Creating Gravity and Attraction
The Gospel
Reaching Out Effectively
The Gospel
Viral and Social Media Implementation
Creating an Accelerant Curve
The Gospel
Shameless Promotion
The Gospel
Technology Strategies
The Gospel
Alan's Technology Philosophy for Nontechnologists
Notes
Chapter 5 Presence: How to Be an Authority and Expert. Creating and Nurturing a Brand
The Gospel
Case Study: The Magazine
Expanding Products and Services
The Gospel
Interlude on Crisis Times
Considering Alliances
The Gospel
Referral Business
The Gospel
Client Referrals
Nonclient Referrals
Indirect Referrals
Advisory Business (Retainers)
The Gospel
Case Study: The Fire
Global Work
Notes
Chapter 6 Celebrity: How to Be the Authority and Expert. Thought Leadership
The Gospel
Authorship
The Gospel
The Art and Science of Authorship
Value‐Based Fees
The Gospel
Subcontracting, Franchising, Licensing
Subcontracting
Franchising
Licensing
The Talent Prevails
Reinvention
Alanism
The Gospel
Creating Communities
The Gospel
Notes
Section III Deuteronomy: Consulting Methodology
Chapter 7 The Perfect Proposal: How to Write a Proposal That's Accepted Every Time. Assuring Success
Find the Economic Buyer
The Gospel
Establish a Trusting Relationship with the Economic Buyer
Demonstrate That You Are a Peer of the Buyer, Not Lower‐Level People
Always Create a Definitive Next Time, Date, and Action
Conceptual Agreement
Objectives
Measures of Success (Metrics)
The Gospel
Value
The Nine Components of a Great Proposal
The Gospel
1. Situation Appraisal
2. Objectives
3. Measures of Success
4. Value
5. Methodology and Options
6. Timing
7. Joint Accountabilities
8. Terms and Conditions
9. Acceptance
Case Study: The Insurance Company
How to Submit
Never Suggest Phases
The Gospel
FedEx the Proposal
Create a Time and Date Certain to Review the Next Action
Don't Add Bling
Before Submitting, Ask One Key Question
Be Prepared for Success
How to Close and Launch
The Buyer Wants to Meet
The Buyer Says That Some More People Will Look at the Proposal
The Gospel
The Buyer Loves Option 3 but Only Has Budget for Option 2
The Buyer Attempts to Negotiate Price
Case Study: Merck
Notes
Chapter 8 Implementation: Simplicity Over Complexity. Occam's Razor
Case Study: The Professor
Your Options Must Set the Stage for Simplicity
The Buyer Must Enforce Subordinate Accountability
Alanism
The Gospel
Case Study: The HR Vice President
The Buyer Is Your Partner and Must Act Like One
The Key Stakeholders and Influence Points
Avoiding Scope Seep
The Gospel
Alanism
Case Study: Internal “Creep”
Midcourse Corrections
The Gospel
Note
Chapter 9 Disengaging: It's Been Nice, but I Really Must Be Going. Demonstrating Success
The Gospel
A Word (or More) on the Ownership of Intellectual Capital
Obtaining Referrals
Alanism
The Gospel
Obtaining Repeat Business
Expansion
The Gospel
Transference
Creating Testimonials and References
Prepare the Buyer
Always Provide Options
Seek People Other Than Your Buyer
Use Multimedia
Provide Examples of What You Need
Guarantee Nonabuse
The Gospel
If Requested, Write It Yourself with Options
With References, Stipulate What's Expected
Long‐Term Leverage
The Gospel
The Formula for Case Studies
Alanism
Notes
Section IV Acts of the Apostles: Implementing Consulting Methodologies
Chapter 10 Interpersonal Methodologies: People First. Coaching
Alanism
Digression
The Gospel
Facilitating
The Gospel
Conflict Resolution
Objectives
Alternatives
The Gospel
Conflict Over Objectives
Conflict Over Alternatives
Negotiating
Musts
Wants
The Gospel
Skills Development
The Gospel
Alanism
Notes
Chapter 11 Teams and Groups: No One Is an Island. Leadership
The Gospel
Case Study: The Great Year
Succession Planning
The Gospel
Evaluating Performance
Alanism
Career Development
The Gospel
Teams Versus Committees
Alanism
Communications and Feedback
Case Study: The Insurance Company
The Gospel
Notes
Chapter 12 Organization Development: All the King's Horses, and All the King's Men. Strategy
Change Management
The Gospel
Alanism
Cultural Change
Case Study: Pandemic Culture
The Gospel
Crisis Management
The Gospel
Innovation
A Note on Knowledge Exchange: Intrinsic and Extrinsic
Notes
Section V Proverbs: Consulting Success
Chapter 13 Ethics of the Business: What's Legal Isn't Always Ethical. When Bad Things Happen to Good Consultants
Case Studies on Ethics in Action. The Illicit iPad
Alanism
Hospital Values
The Source of Intelligence
Financial Follies
Protection and Plagiarism
The Gospel
Case Study: The Proposal Template
When to Refuse Business or Fire Clients
The Gospel
Doing Well by Doing Right
Case Study: Miss March
Five Commandments for Ethical Conduct and Consideration
Alanism
Notes
Chapter 14 Exit Strategies: Nothing Is Forever. Building Equity
The Gospel
Licensing Intellectual Property
The Gospel
Alanism
Achieving Life Balance
The Gospel
Case Study: The Pianist
Finding Successors and Buyers
Transitioning
Case Study: The Sale
Notes
Chapter 15 Payback and Reinvestment: We Build Our Houses and Then They Build Us. Mentoring Others
Alanism
The Gospel
Advancing the State of the Art
Participation in the Evolution
Alanism
The Gospel
The Future
Alanism
The Gospel
Note
Chapter 16 Consulting in Crisis Times. The Nature of Volatility
Alanism
The Gospel
Alanism
Time and Money
Disruption as a Weapon
Alanism
Alanism
Revelations
Case Studies: Business Resurrections and Endurance
Alanism
Alanism
Note
Physical Appendix. Sample Proposal. Situation Appraisal
Objectives
Measures of Success
Value
Methodology and Options. Option 1
Option 2
Option 3
Timing
Joint Accountabilities
Terms and Conditions
Acceptance
Subcontractor Agreements
Sample Subcontractor Agreement
Virtual Appendix
About the Author
Index
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