Getting Started in Consulting by Weiss, Alan -- Read -- Imperial Library of Trantor

Index

Cover Other Books by Alan Weiss Introduction to the Fourth Edition

Note

About the Author Acknowledgments Chapter 1 Your Mindset Will Determine Your Success

The Notion of Value Support Systems Basic Necessities Hitting the Ground Running Notes

Chapter 2 Barging into the Business

The Concept of Marketing Gravity Calling Everyone You Know Making Money by Working for Free (Pro Bono) Networking Is a Process, Not an Event Notes

Chapter 3 Becoming a Marketer

Creating an Accelerant Curve Money Talks Wholesale and Retail Passive Income Notes

Chapter 4 Technology for the Next Nine Seconds

The Greatest Technology Myths The Role of a Website Might Surprise You Social Media Platforms Are Often Tilted Remaining Cutting Edge without Hurting Yourself Notes

Chapter 5 Finding the Economic Buyer

Saint Paul Was the First Virtual Marketer HR Stands for “Hardly Relevant” Charging Past Gatekeepers The Peerage Note

Chapter 6 In the Buyer’s Office

Establishing Trust Finding Issues and Dynamic Capture Gaining Conceptual Agreement Pouring Concrete

Chapter 7 Closing the Sale

How to Write a Proposal That’s Accepted Every Time Why Buyers Go Dark You’re Actually Closing Three Sales; Don’t Lose Two The Virtual Handshake Notes

Chapter 8 Paying the Mortgage

How to Establish Value-Based Fees Fee Formulas Fifty Factors to Consider Other Fee Considerations Notes

Chapter 9 Moving On Up

Fastening the Watertight Doors Why You Don’t Need a Staff and How to Find Resources Passive Income Alternatives Working Globally Notes

Chapter 10 Living the Dream

Building Your Brand Moving to Advisory (Vault) Work Intellectual Property and Thought Leadership The Essence of a Career Notes

Appendix A 101 Questions for Any Sales Situation You’ll Ever Face

Qualifying the Prospect Finding the Economic Buyer Rebutting Objections Establishing Objectives Establishing Metrics Assessing Value Determining the Budget Range Preventing Unforeseen Obstacles Increasing the Size of the Sale Going for the Close The Most Vital Question Question

Appendix B Suggested Reading in the Field Appendix C Sample Proposal

Situation Objectives Measures of Success Value Method and Options Timing Joint Accountabilities Terms and Conditions Acceptance

Appendix D Sample Long Biographical Sketch

Alan Weiss: Biographical Sketch

Appendix E Sample Short Biographical Sketch Appendix F Further Resources Index End User License Agreement