Читать книгу The Consulting Bible - Alan Weiss - Страница 2
ОглавлениеTable of Contents
1 Cover
5 Introduction to the First Edition
6 Introduction to the Second Edition
8 Section I: Genesis: Consulting as a Profession Chapter 1: Origins and Evolution The Role of a Consultant The Ongoing Need Various Forms Examples of Success The Future Notes Chapter 2: Creation Legal Financial Administrative Support and Resources Emotional Support and Resources Two Available Structures Notes Chapter 3: Philosophy Hydraulics: Raise Fees and Reduce Labor Identifying True Buyers Conceptual Agreement Leveraging Notes
9 Section II: Exodus: Consulting as a Business Chapter 4: The Journey Creating Gravity and Attraction Reaching Out Effectively Viral and Social Media Implementation Creating an Accelerant Curve Shameless Promotion Technology Strategies Notes Chapter 5: Presence Creating and Nurturing a Brand Expanding Products and Services Considering Alliances Referral Business Advisory Business (Retainers) Global Work Notes Chapter 6: Celebrity Thought Leadership Authorship Value‐Based Fees Subcontracting, Franchising, Licensing Reinvention Creating Communities Notes
10 Section III: Deuteronomy: Consulting Methodology Chapter 7: The Perfect Proposal Assuring Success Conceptual Agreement The Nine Components of a Great Proposal How to Submit How to Close and Launch Notes Chapter 8: Implementation Occam's Razor The Key Stakeholders and Influence Points Avoiding Scope Seep Midcourse Corrections Note Chapter 9: Disengaging Demonstrating Success Obtaining Referrals Obtaining Repeat Business Creating Testimonials and References Long‐Term Leverage Notes
11 Section IV: Acts of the Apostles: Implementing Consulting Methodologies Chapter 10: Interpersonal Methodologies Coaching Facilitating Conflict Resolution Negotiating Skills Development Notes Chapter 11: Teams and Groups Leadership Succession Planning Career Development Teams Versus Committees Communications and Feedback Notes Chapter 12: Organization Development Strategy Change Management Cultural Change Crisis Management Innovation Notes
12 Section V: Proverbs: Consulting Success Chapter 13: Ethics of the Business When Bad Things Happen to Good Consultants Financial Follies Protection and Plagiarism When to Refuse Business or Fire Clients Doing Well by Doing Right Notes Chapter 14: Exit Strategies Building Equity Licensing Intellectual Property Achieving Life Balance Finding Successors and Buyers Transitioning Notes Chapter 15: Payback and Reinvestment Mentoring Others Advancing the State of the Art Participation in the Evolution The Future Note Chapter 16: Consulting in Crisis Times The Nature of Volatility Disruption as a Weapon Revelations Note
13 Physical Appendix Sample Proposal Subcontractor Agreements
16 Index
List of Illustrations
1 Chapter 1FIGURE 1.1 Relationship of Skills and ContentFIGURE 1.2 Value DistanceFIGURE 1.3 Content, Processes, and Trust
2 Chapter 2FIGURE 2.1 Risk/Reward RatioFIGURE 2.2 Where Do These Paths Intersect?FIGURE 2.3 Consulting Model
3 Chapter 3FIGURE 3.1 Reach Out Versus GravityFIGURE 3.2 Consulting Model
4 Chapter 4FIGURE 4.1 Market Gravity WheelFIGURE 4.2 Trust PyramidFIGURE 4.3 Consulting Marketing ModelFIGURE 4.4 Accelerant Curve
5 Chapter 5FIGURE 5.1 Requirements for a Powerful BrandFIGURE 5.2 Networking Your BrandFIGURE 5.3 Brand PyramidFIGURE 5.4 Market Priorities QuadrantsFIGURE 5.5 Client MaturityFIGURE 5.6 Expansion Potential
6 Chapter 6FIGURE 6.1 When Value Follows FeeFIGURE 6.2 Buyer Commitment and FeeFIGURE 6.3 The Success TrapFIGURE 6.4 Configurations of Growth Stages
7 Chapter 7FIGURE 7.1 Consulting Model
8 Chapter 8FIGURE 8.1 The Thermal LayerFIGURE 8.2 Building Skills
9 Chapter 9FIGURE 9.1 Options at Conclusion
10 Chapter 10FIGURE 10.1 Job ComponentsFIGURE 10.2 Organizational Education Tied to Strategic Business Goals
11 Chapter 11FIGURE 11.1 Succession Planning ScenarioFIGURE 11.2 Committee Versus Team
12 Chapter 12FIGURE 12.1 Strategy QuadrantFIGURE 12.2 Sentient Strategy AnalysisFIGURE 12.3 Sentient Strategy Strategic FactorsFIGURE 12.4 Time Utilization and EffectivenessFIGURE 12.5 The Ambiguous ZoneFIGURE 12.6 Problem Solving Versus Innovation
13 Chapter 13FIGURE 13.1 Factors for Ethical Effectiveness
14 Chapter 14FIGURE 14.1 Maslow's Hierarchy of Needs
15 Chapter 15FIGURE 15.1 Market 3‐D Bell CurveFIGURE 15.2 Diversity and Client MaturityFIGURE 15.3 Reach Out Versus Gravity
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