The Consulting Bible

Introduction to the First Edition Introduction to the Second Edition Section I Genesis: Consulting as a Profession Chapter 1 Origins and Evolution: From Whence We Came The Role of a Consultant The Ongoing Need Various Forms Examples of Success The Future Trend 1: The Transience of Talent Trend 2: HR Becomes the Incredible Shrinking Function Trend 3: Emerging Markets Trend 4: Volunteerism Trend 5: The Importance of Communities Chapter 2 Creation: How to Establish and Dramatically Grow Your Business Legal Incorporation Protection Financial Insurance Retirement Normal Conditions Administrative Support and Resources Emotional Support and Resources Inordinate Fear of Risk Time Demands and Loss of Attention Dueling Careers Two Available Structures The True Solo Practitioner The Firm Principal Chapter 3 Philosophy: What You Believe Will Inform How You Act Hydraulics: Raise Fees and Reduce Labor Identifying True Buyers Conceptual Agreement Objectives Measures of Success Value Leveraging Principles of Leverage Section II Exodus: Consulting as a Business Chapter 4 The Journey: How to Market Your Value Rapidly and Profitably Creating Gravity and Attraction Reaching Out Effectively Viral and Social Media Implementation Creating an Accelerant Curve Shameless Promotion Technology Strategies Chapter 5 Presence: How to Be an Authority and Expert Creating and Nurturing a Brand Expanding Products and Services Considering Alliances Referral Business Client Referrals Nonclient Referrals Indirect Referrals Advisory Business (Retainers) Global Work Chapter 6 Celebrity: How to be the Authority and Expert Thought Leadership Authorship Value-Based Fees Subcontracting, Franchising, Licensing Subcontracting Franchising Licensing The Talent Prevails Reinvention Creating Communities 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 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 Net Time and Date Conceptual Agreement Objectives Measures of Success, or Metrics Value The Nine Components of a Great Proposal 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 How to Submit Never Suggest Phases 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 Buyer Loves Option 3 but Only Has Budget for Option 2 The Buyer Attempts to Negotiate Price Chapter 8 Implementation: Simplicity Over Complexity Occam's Razor Your Options Must Set the Stage for Simplicity The Buyer Must Enforce Subordinate Accountability Buyers Must Use Their Clout Where Needed The Buyer Is Your Partner and Must Act Like One The Key Stakeholders and Influence Points Avoiding Scope Seep Midcourse Corrections Chapter 9 Disengaging: It's Been Nice, but I Really Must Be Going Demonstrating Success Obtaining Referrals Obtaining Repeat Business Expansion 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 If Requested, Write It Yourself with Options With References, Stipulate What's Expected Long-Term Leverage Section IV Acts of the Apostles: Implementing Consulting Methodologies Chapter 10 Interpersonal Methodologies: People First Coaching Facilitating Conflict Resolution Objectives Alternatives Conflict Over Objectives Conflict Over Alternatives Negotiating Musts Wants Skills Development Chapter 11 Teams and Groups: No One Is an Island Leadership Succession Planning Career Development Teams Versus Committees Communications and Feedback Alan's Communications Criteria Chapter 12 Organization Development: All the King's Horses, and All the King's Men Strategy Change Management Cultural Change Crisis Management Innovation 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 Financial Follies Protection and Plagiarism When to Refuse Business or Fire Clients Doing Well by Doing Right Chapter 14 Exit Strategies: Nothing Is Forever Building Equity Licensing Intellectual Property Achieving Life Balance Finding Successors and Buyers Transitioning Chapter 15 Payback and Reinvestment: We Build Our Houses and Then They Build Us Mentoring Others Advancing the State of the Art Participation in the Evolution The Future Chapter 16 Consulting in Crisis Times The Nature of Volatility Disruption as A Weapon Revelations add some space here Physical Appendix Virtual Appendix Notes About the Author Index