ALAN WEISs, PHD, is a consultant, speaker, and bestselling author with the strongest independent consulting brand in the world (alanweiss.com). His firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, and over 500 other leading organizations. He keynotes several times a year at major conferences and has been a visiting faculty member at Harvard, Case Western Reserve, and a dozen other universities. His prolific publishing career includes over 500 articles and 60 books, some of which have been on universities' curricula and have been translated into 15 languages. Weiss is interviewed and quoted frequently in the media, and the New York Post calls him "One of the most highly regarded independent consultants in America."

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• Introduction to the First EditionIntroduction to the Second EditionSection I Genesis: Consulting as a ProfessionChapter 1 Origins and Evolution: From Whence We CameThe Role of a ConsultantThe Ongoing NeedVarious FormsExamples of SuccessThe FutureTrend 1: The Transience of TalentTrend 2: HR Becomes the Incredible Shrinking FunctionTrend 3: Emerging MarketsTrend 4: VolunteerismTrend 5: The Importance of CommunitiesChapter 2 Creation: How to Establish and Dramatically Grow Your BusinessLegalIncorporationProtectionFinancialInsuranceRetirementNormal ConditionsAdministrative Support and ResourcesEmotional Support and ResourcesInordinate Fear of RiskTime Demands and Loss of AttentionDueling CareersTwo Available StructuresThe True Solo PractitionerThe Firm PrincipalChapter 3 Philosophy: What You Believe Will Inform How You ActHydraulics: Raise Fees and Reduce LaborIdentifying True BuyersConceptual AgreementObjectivesMeasures of SuccessValueLeveragingPrinciples of LeverageSection II Exodus: Consulting as a BusinessChapter 4 The Journey: How to Market Your Value Rapidly and ProfitablyCreating Gravity and AttractionReaching Out EffectivelyViral and Social Media ImplementationCreating an Accelerant CurveShameless PromotionTechnology StrategiesChapter 5 Presence: How to Be an Authority and ExpertCreating and Nurturing a BrandExpanding Products and ServicesConsidering AlliancesReferral BusinessClient ReferralsNonclient ReferralsIndirect ReferralsAdvisory Business (Retainers)Global WorkChapter 6 Celebrity: How to be the Authority and ExpertThought LeadershipAuthorshipValue-Based FeesSubcontracting, Franchising, LicensingSubcontractingFranchisingLicensingThe Talent PrevailsReinventionCreating CommunitiesSection III Deuteronomy: Consulting MethodologyChapter 7 The Perfect Proposal: How to Write a Proposal That’s Accepted Every TimeAssuring SuccessFind the Economic BuyerEstablish a Trusting Relationship with the Economic BuyerDemonstrate That You Are a Peer of the Buyer, Not Lower-Level PeopleAlways Create a Definitive Net Time and DateConceptual AgreementObjectivesMeasures of Success, or MetricsValueThe Nine Components of a Great Proposal1. Situation Appraisal2. Objectives3. Measures of Success4. Value5. Methodology and Options6. Timing7. Joint Accountabilities8. Terms and Conditions9. AcceptanceHow to SubmitNever Suggest PhasesFedEx the ProposalCreate a Time and Date Certain to Review the Next ActionDon’t Add BlingBefore Submitting, Ask One Key QuestionBe Prepared for SuccessHow to Close and LaunchThe Buyer Wants to MeetThe Buyer Says That Some More People Will Look at the ProposalThe Buyer Loves Option 3 but Only Has Budget for Option 2The Buyer Attempts to Negotiate PriceChapter 8 Implementation: Simplicity Over ComplexityOccam’s RazorYour Options Must Set the Stage for SimplicityThe Buyer Must Enforce Subordinate AccountabilityBuyers Must Use Their Clout Where NeededThe Buyer Is Your Partner and Must Act Like OneThe Key Stakeholders and Influence PointsAvoiding Scope SeepMidcourse CorrectionsChapter 9 Disengaging: It’s Been Nice, but I Really Must Be GoingDemonstrating SuccessObtaining ReferralsObtaining Repeat BusinessExpansionTransferenceCreating Testimonials and ReferencesPrepare the BuyerAlways Provide OptionsSeek People Other Than Your BuyerUse MultimediaProvide Examples of What You NeedGuarantee NonabuseIf Requested, Write It Yourself with OptionsWith References, Stipulate What’s ExpectedLong-Term LeverageSection IV Acts of the Apostles: Implementing Consulting MethodologiesChapter 10 Interpersonal Methodologies: People FirstCoachingFacilitatingConflict ResolutionObjectivesAlternativesConflict Over ObjectivesConflict Over AlternativesNegotiatingMustsWantsSkills DevelopmentChapter 11 Teams and Groups: No One Is an IslandLeadershipSuccession PlanningCareer DevelopmentTeams Versus CommitteesCommunications and FeedbackAlan’s Communications CriteriaChapter 12 Organization Development: All the King’s Horses, and All the King’s MenStrategyChange ManagementCultural ChangeCrisis ManagementInnovationSection V Proverbs: Consulting SuccessChapter 13 Ethics of the Business: What’s Legal Isn’t Always EthicalWhen Bad Things Happen to Good ConsultantsCase Studies on Ethics in ActionFinancial FolliesProtection and PlagiarismWhen to Refuse Business or Fire ClientsDoing Well by Doing RightChapter 14 Exit Strategies: Nothing Is ForeverBuilding EquityLicensing Intellectual PropertyAchieving Life BalanceFinding Successors and BuyersTransitioningChapter 15 Payback and Reinvestment: We Build Our Houses and Then They Build UsMentoring OthersAdvancing the State of the ArtParticipation in the EvolutionThe FutureChapter 16 Consulting in Crisis TimesThe Nature of VolatilityDisruption as A WeaponRevelationsadd some space herePhysical AppendixVirtual AppendixNotesAbout the AuthorIndex

ALAN WEISs, PHD, is a consultant, speaker, and bestselling author with the strongest independent consulting brand in the world (alanweiss.com). His firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, and over 500 other leading organizations. He keynotes several times a year at major conferences and has been a visiting faculty member at Harvard, Case Western Reserve, and a dozen other universities. His prolific publishing career includes over 500 articles and 60 books, some of which have been on universities' curricula and have been translated into 15 languages. Weiss is interviewed and quoted frequently in the media, and the New York Post calls him "One of the most highly regarded independent consultants in America."

Select Guide Rating

• Introduction to the First EditionIntroduction to the Second EditionSection I Genesis: Consulting as a ProfessionChapter 1 Origins and Evolution: From Whence We CameThe Role of a ConsultantThe Ongoing NeedVarious FormsExamples of SuccessThe FutureTrend 1: The Transience of TalentTrend 2: HR Becomes the Incredible Shrinking FunctionTrend 3: Emerging MarketsTrend 4: VolunteerismTrend 5: The Importance of CommunitiesChapter 2 Creation: How to Establish and Dramatically Grow Your BusinessLegalIncorporationProtectionFinancialInsuranceRetirementNormal ConditionsAdministrative Support and ResourcesEmotional Support and ResourcesInordinate Fear of RiskTime Demands and Loss of AttentionDueling CareersTwo Available StructuresThe True Solo PractitionerThe Firm PrincipalChapter 3 Philosophy: What You Believe Will Inform How You ActHydraulics: Raise Fees and Reduce LaborIdentifying True BuyersConceptual AgreementObjectivesMeasures of SuccessValueLeveragingPrinciples of LeverageSection II Exodus: Consulting as a BusinessChapter 4 The Journey: How to Market Your Value Rapidly and ProfitablyCreating Gravity and AttractionReaching Out EffectivelyViral and Social Media ImplementationCreating an Accelerant CurveShameless PromotionTechnology StrategiesChapter 5 Presence: How to Be an Authority and ExpertCreating and Nurturing a BrandExpanding Products and ServicesConsidering AlliancesReferral BusinessClient ReferralsNonclient ReferralsIndirect ReferralsAdvisory Business (Retainers)Global WorkChapter 6 Celebrity: How to be the Authority and ExpertThought LeadershipAuthorshipValue-Based FeesSubcontracting, Franchising, LicensingSubcontractingFranchisingLicensingThe Talent PrevailsReinventionCreating CommunitiesSection III Deuteronomy: Consulting MethodologyChapter 7 The Perfect Proposal: How to Write a Proposal That’s Accepted Every TimeAssuring SuccessFind the Economic BuyerEstablish a Trusting Relationship with the Economic BuyerDemonstrate That You Are a Peer of the Buyer, Not Lower-Level PeopleAlways Create a Definitive Net Time and DateConceptual AgreementObjectivesMeasures of Success, or MetricsValueThe Nine Components of a Great Proposal1. Situation Appraisal2. Objectives3. Measures of Success4. Value5. Methodology and Options6. Timing7. Joint Accountabilities8. Terms and Conditions9. AcceptanceHow to SubmitNever Suggest PhasesFedEx the ProposalCreate a Time and Date Certain to Review the Next ActionDon’t Add BlingBefore Submitting, Ask One Key QuestionBe Prepared for SuccessHow to Close and LaunchThe Buyer Wants to MeetThe Buyer Says That Some More People Will Look at the ProposalThe Buyer Loves Option 3 but Only Has Budget for Option 2The Buyer Attempts to Negotiate PriceChapter 8 Implementation: Simplicity Over ComplexityOccam’s RazorYour Options Must Set the Stage for SimplicityThe Buyer Must Enforce Subordinate AccountabilityBuyers Must Use Their Clout Where NeededThe Buyer Is Your Partner and Must Act Like OneThe Key Stakeholders and Influence PointsAvoiding Scope SeepMidcourse CorrectionsChapter 9 Disengaging: It’s Been Nice, but I Really Must Be GoingDemonstrating SuccessObtaining ReferralsObtaining Repeat BusinessExpansionTransferenceCreating Testimonials and ReferencesPrepare the BuyerAlways Provide OptionsSeek People Other Than Your BuyerUse MultimediaProvide Examples of What You NeedGuarantee NonabuseIf Requested, Write It Yourself with OptionsWith References, Stipulate What’s ExpectedLong-Term LeverageSection IV Acts of the Apostles: Implementing Consulting MethodologiesChapter 10 Interpersonal Methodologies: People FirstCoachingFacilitatingConflict ResolutionObjectivesAlternativesConflict Over ObjectivesConflict Over AlternativesNegotiatingMustsWantsSkills DevelopmentChapter 11 Teams and Groups: No One Is an IslandLeadershipSuccession PlanningCareer DevelopmentTeams Versus CommitteesCommunications and FeedbackAlan’s Communications CriteriaChapter 12 Organization Development: All the King’s Horses, and All the King’s MenStrategyChange ManagementCultural ChangeCrisis ManagementInnovationSection V Proverbs: Consulting SuccessChapter 13 Ethics of the Business: What’s Legal Isn’t Always EthicalWhen Bad Things Happen to Good ConsultantsCase Studies on Ethics in ActionFinancial FolliesProtection and PlagiarismWhen to Refuse Business or Fire ClientsDoing Well by Doing RightChapter 14 Exit Strategies: Nothing Is ForeverBuilding EquityLicensing Intellectual PropertyAchieving Life BalanceFinding Successors and BuyersTransitioningChapter 15 Payback and Reinvestment: We Build Our Houses and Then They Build UsMentoring OthersAdvancing the State of the ArtParticipation in the EvolutionThe FutureChapter 16 Consulting in Crisis TimesThe Nature of VolatilityDisruption as A WeaponRevelationsadd some space herePhysical AppendixVirtual AppendixNotesAbout the AuthorIndex

ALAN WEISs, PHD, is a consultant, speaker, and bestselling author with the strongest independent consulting brand in the world (alanweiss.com). His firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, and over 500 other leading organizations. He keynotes several times a year at major conferences and has been a visiting faculty member at Harvard, Case Western Reserve, and a dozen other universities. His prolific publishing career includes over 500 articles and 60 books, some of which have been on universities' curricula and have been translated into 15 languages. Weiss is interviewed and quoted frequently in the media, and the New York Post calls him "One of the most highly regarded independent consultants in America."

Select Guide Rating

• Introduction to the First EditionIntroduction to the Second EditionSection I Genesis: Consulting as a ProfessionChapter 1 Origins and Evolution: From Whence We CameThe Role of a ConsultantThe Ongoing NeedVarious FormsExamples of SuccessThe FutureTrend 1: The Transience of TalentTrend 2: HR Becomes the Incredible Shrinking FunctionTrend 3: Emerging MarketsTrend 4: VolunteerismTrend 5: The Importance of CommunitiesChapter 2 Creation: How to Establish and Dramatically Grow Your BusinessLegalIncorporationProtectionFinancialInsuranceRetirementNormal ConditionsAdministrative Support and ResourcesEmotional Support and ResourcesInordinate Fear of RiskTime Demands and Loss of AttentionDueling CareersTwo Available StructuresThe True Solo PractitionerThe Firm PrincipalChapter 3 Philosophy: What You Believe Will Inform How You ActHydraulics: Raise Fees and Reduce LaborIdentifying True BuyersConceptual AgreementObjectivesMeasures of SuccessValueLeveragingPrinciples of LeverageSection II Exodus: Consulting as a BusinessChapter 4 The Journey: How to Market Your Value Rapidly and ProfitablyCreating Gravity and AttractionReaching Out EffectivelyViral and Social Media ImplementationCreating an Accelerant CurveShameless PromotionTechnology StrategiesChapter 5 Presence: How to Be an Authority and ExpertCreating and Nurturing a BrandExpanding Products and ServicesConsidering AlliancesReferral BusinessClient ReferralsNonclient ReferralsIndirect ReferralsAdvisory Business (Retainers)Global WorkChapter 6 Celebrity: How to be the Authority and ExpertThought LeadershipAuthorshipValue-Based FeesSubcontracting, Franchising, LicensingSubcontractingFranchisingLicensingThe Talent PrevailsReinventionCreating CommunitiesSection III Deuteronomy: Consulting MethodologyChapter 7 The Perfect Proposal: How to Write a Proposal That’s Accepted Every TimeAssuring SuccessFind the Economic BuyerEstablish a Trusting Relationship with the Economic BuyerDemonstrate That You Are a Peer of the Buyer, Not Lower-Level PeopleAlways Create a Definitive Net Time and DateConceptual AgreementObjectivesMeasures of Success, or MetricsValueThe Nine Components of a Great Proposal1. Situation Appraisal2. Objectives3. Measures of Success4. Value5. Methodology and Options6. Timing7. Joint Accountabilities8. Terms and Conditions9. AcceptanceHow to SubmitNever Suggest PhasesFedEx the ProposalCreate a Time and Date Certain to Review the Next ActionDon’t Add BlingBefore Submitting, Ask One Key QuestionBe Prepared for SuccessHow to Close and LaunchThe Buyer Wants to MeetThe Buyer Says That Some More People Will Look at the ProposalThe Buyer Loves Option 3 but Only Has Budget for Option 2The Buyer Attempts to Negotiate PriceChapter 8 Implementation: Simplicity Over ComplexityOccam’s RazorYour Options Must Set the Stage for SimplicityThe Buyer Must Enforce Subordinate AccountabilityBuyers Must Use Their Clout Where NeededThe Buyer Is Your Partner and Must Act Like OneThe Key Stakeholders and Influence PointsAvoiding Scope SeepMidcourse CorrectionsChapter 9 Disengaging: It’s Been Nice, but I Really Must Be GoingDemonstrating SuccessObtaining ReferralsObtaining Repeat BusinessExpansionTransferenceCreating Testimonials and ReferencesPrepare the BuyerAlways Provide OptionsSeek People Other Than Your BuyerUse MultimediaProvide Examples of What You NeedGuarantee NonabuseIf Requested, Write It Yourself with OptionsWith References, Stipulate What’s ExpectedLong-Term LeverageSection IV Acts of the Apostles: Implementing Consulting MethodologiesChapter 10 Interpersonal Methodologies: People FirstCoachingFacilitatingConflict ResolutionObjectivesAlternativesConflict Over ObjectivesConflict Over AlternativesNegotiatingMustsWantsSkills DevelopmentChapter 11 Teams and Groups: No One Is an IslandLeadershipSuccession PlanningCareer DevelopmentTeams Versus CommitteesCommunications and FeedbackAlan’s Communications CriteriaChapter 12 Organization Development: All the King’s Horses, and All the King’s MenStrategyChange ManagementCultural ChangeCrisis ManagementInnovationSection V Proverbs: Consulting SuccessChapter 13 Ethics of the Business: What’s Legal Isn’t Always EthicalWhen Bad Things Happen to Good ConsultantsCase Studies on Ethics in ActionFinancial FolliesProtection and PlagiarismWhen to Refuse Business or Fire ClientsDoing Well by Doing RightChapter 14 Exit Strategies: Nothing Is ForeverBuilding EquityLicensing Intellectual PropertyAchieving Life BalanceFinding Successors and BuyersTransitioningChapter 15 Payback and Reinvestment: We Build Our Houses and Then They Build UsMentoring OthersAdvancing the State of the ArtParticipation in the EvolutionThe FutureChapter 16 Consulting in Crisis TimesThe Nature of VolatilityDisruption as A WeaponRevelationsadd some space herePhysical AppendixVirtual AppendixNotesAbout the AuthorIndex