Читать книгу The Consulting Bible - Alan Weiss - Страница 15

It's easy to talk about “new levels” and “great success” and “turbo‐charge your career,” but what do those metaphors really mean? Do they mean more clients, more money, more time?

First, let's describe what constitutes a successful consultant, generically. He or she can be recognized by the following attributes:

 A track record of helping improve clients' conditions over several years.

 Buyer testimonials in writing and on video attesting to the specific results the work generated.

 Working for firms and people beyond a narrow niche (and ultimately, as broadly as possible).

 Working globally, even if solely remotely.

 Delivering value by virtual and alternate means beyond physical presence.

 Sufficient income to sustain one's desired lifestyle, including appropriate savings and planning.

 A brand and presence in the market creating widespread knowledge of who the consultant is in that market and immediate credibility with prospects.

 Peer respect and a place in the profession where the consultant is recognized and cited.

 Intellectual property encompassing print, audio, video, and electronic distribution channels.

 A personal life in sync with one's professional life and the discretionary time to pursue one's interests continually.

 Regard as a “thought leader” with a strong brand.

One of the consultants I began mentoring about 15 years ago was making about a half million dollars at the time and working almost constantly, the stereotypical one‐man band. Today, his business is about $10 million; he uses five subcontractors on a regular basis, turns down business that doesn't interest him, has a pipeline extending out two years, and takes 12 weeks of vacation each year. Some of his typical vacations include swimming from one Caribbean island to another, and taking a month‐long private air tour of a dozen world sites.

You may not need millions of dollars of income⁷ or three months of vacation, but you get the idea. You should be able to attain what you reasonably desire in life, and even beyond that. If I had ever had a business plan and created even stretch aspirations 30 years ago, I never would have imagined or predicted I'd be where I am today.

Never.