Million Dollar ConsultingTM Hot Tips
How
to Escape Misery
(13 KB) March, 2008 |
| The
Expertise Imperative
(164 KB) An NSA White Paper On the Future of the Speaking Profession |
| Travel Tips
from Alan's Forums
(158 KB) March, 2007 |
| Driving
Outstanding Customer Experience to the Bottom Line at Hewlett-Packard
(1.03 MB) By Marilyn Martiny, Bo McBee and Bob Sadler Foreword by Alan Weiss |
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Fees and Value:
- Addressing Fee Issues in Sensitive Environments
- Collecting on Overdue Payments
- How to Enforce A "No Refund" Policy
- How to Deal with People Who Always Want A Deal
- How to Negotiate with YOUR Vendors and Suppliers
- Your Fees May Be Too Low Because Your Metrics Are Too Weak
- Forty Methods to Increase and/or Protect Fees
- Ten Ways to Convince A Buyer That Value-Based Fees Are Best
- The Cost of Doing Business
- General
- General
- General
Implementation Issues and Problems:
- A Quick Guide to Effective Client Interviews
- Changing an Assignment from Certain Loser to Sure Winner
- How to Consult About Practically Anything at Any Time
- The Client Is Unhappy-Do I (Gulp!) Return the Money?
- What Actually Constitutes Superior Service?
- What Happens When You Must Have A Meal!?
- What to Do When Your Buyer Suddenly Departs
- How to Deal With A Tough Buyer
- How to Escape the Pedestal
- Learning the Basics of Consulting Methodology
- Personality Disorders: Something You Can't "Consult Your Way Through"
Marketing and Market Share:
- Addressing an Evaluation Committee
- Alan's Ten Step Program to More Powerful Persuasion
- Brook No Nonsense from Brokers
- The Complete Guide to Marketing by Phone
- Consultants Never Sleep (Sort of...)
- Dig Out Prospects from Your Own Files
- Doing Business Abroad
- Five Ways to Improve Promotional Materials Immediately
- General
- How to Change (and Improve) A Client Relationship
- The Global Knowledge Test
- How to Consult About Practically Anything at Any Time
- How to Network Successfully
- How to Sell Business in Complex Organizations
- It's Not the Economy, Though Many Wish That It Were
- Prospecting With A Purpose
- Qualifying the Prospect
- 101 Questions for Any Sales Situation
- Staying Ahead of the Curve
- Ten Techniques to Build Credibility With Any Buyer
- What Constitutes Legitimate Marketing Expenses?
- When Does Aggressive Marketing Become Unethical Behavior?
- You're Not in the Sales Business, You're in the Relationship Business
Small Business MBA
- Allow Your Customers to be Part of the Solution
- Avoiding Trouble with the IRS
- Effective and Creative Use of the Internet (for anyone)
- How to Choose A Consultant
- Losing Business Over the Phone
- Reporting from Aruba
- Reporting from London
- Stop Being Bullied by Customers
- Why You Can't Manage All of Your Sales People the Same Way
- Your Word is Your Main Asset
Overcoming Objections:
- Breaking the Self-Fulfilling Prophecy of Sales Resistance
- Overcoming Sales Resistance Areas
- How to Influence Anyone About Anything
- How to Win Friends and Influence People
- The Dreaded "That's More Money Than We've Budgeted"
- What do you do with resistant, high level people?
- What to Do When the Buyer Provides A Rational "No"
Planning and Professional Development:
- Expanding Intellectual Breadth
- How Can You Learn When You're All Alone?
- The Fine Art of Spending Money (It’s Called "Investing")
- Giving Yourself Permission to Be Successful
- How to Constantly Educate Yourself
- How Do You Become An Object of Interest to Others?
- How to Prevent Their Ego from Killing You
- How to Take A Break
- Is Reading the Newspaper Really Too Much to Ask?
- Part-Time or Full-Time?
- Plans for the New Year
- Ten Guaranteed Resolutions to Have A Better
Year
- Thoughts on These Economic Times
- Trends on the Very Near Horizon
- What Do You Do When You're Down?
- What To Do Over the "Dull Days"
- When Fools Walk In...
- What Happens When "It's Not Working In Consulting"?
- When to Sell the Firm
Proposals:
- The Basics of Proposal Writing
- How to Compete Successfully When Proposals Are Solicited
- How to Write a Short, Effective Proposal
Speaking Professionally:
- How to Be A Great Speaker-Tomorrow
- How to Create A Speech from Scratch
- How To Gain A Consulting Contract By Speaking
- The Ultimate Contrarian: Six Myths of Professional Speaking
Subcontracting and Collaboration:
- Evaluating A Proposal To Collaborate
- How to Evaluate A Potential Collaborator or Partner
- How to Find Subcontracting Work
- How to Get Rid of A Partner
- How to Successfully Subcontract
- Preventing Objections
Technology:
- Exploiting the Internet for Marketing Purposes
- Maximizing the Effectiveness of Your Web Site
- Pragmatic Technology
- What Can You Sell on A Web Site?
- What is e-mail good for, anyway?