Getting Started in Consulting

ALAN WEISS is a consultant, speaker, and bestselling author. His consulting firm, Summit Consulting Group, Inc., has attracted clients such as Mercedes-Benz, Merck, The New York Times, and over 500 other leading organizations. His speaking typically includes 30 keynotes a year at major conferences.

• Introduction to the Fourth Edition xiiiAbout the Author xvAcknowledgments xviiChapter 1 Your Mindset Will Determine Your Success 1The Notion of Value 1Support Systems 4Basic Necessities 9Hitting the Ground Running 13Chapter 2 Barging into the Business 19The Concept of Marketing Gravity 19Calling Everyone You Know 25Making Money by Working for Free (Pro Bono) 27Networking Is a Process, Not an Event 29Chapter 3 Becoming a Marketer 33Creating an Accelerant Curve 33Money Talks 37Wholesale and Retail 41Passive Income 45Chapter 4 Technology for the Next Nine Seconds 49The Greatest Technology Myths 49The Role of a Website Might Surprise You 53Social Media Platforms Are Often Tilted 57Remaining Cutting Edge Without Hurting Yourself 60Chapter 5 Finding the Economic Buyer 69Saint Paul Was the First Virtual Marketer 69HR Stands for “Hardly Relevant” 70Charging Past Gatekeepers 73The Peerage 76Chapter 6 In the Buyer’s Office 81Establishing Trust 81Finding Issues and Dynamic Capture 85Gaining Conceptual Agreement 88Pouring Concrete 92Chapter 7 Closing the Sale 99How to Write a Proposal That’s Accepted Every Time 99Why Buyers Go Dark 105You’re Actually Closing Three Sales; Don’t Lose Two 108The Virtual Handshake 113Chapter 8 Paying the Mortgage 117How to Establish Value-Based Fees 117Fee Formulas 120Fifty Factors to Consider 124Other Fee Considerations 127Chapter 9 Moving On Up 131Fastening the Watertight Doors 131Why You Don’t Need a Staff and How to Find Resources 136Passive Income Alternatives 139Working Globally 143Chapter 10 Living the Dream 149Building Your Brand 149Moving to Advisory (Vault) Work 153Intellectual Property and Thought Leadership 157The Essence of a Career 161Appendix A: 101 Questions for Any Sales Situation You’ll Ever Face 167Appendix B: Suggested Reading in the Field 179Appendix C: Sample Proposal 181Appendix D: Sample Long Biographical Sketch 187Appendix E: Sample Short Biographical Sketch 191Appendix F: Further Resources 193Index 195