Great Consulting Challenges And How to Surmount Them
(Jossey-Bass/Pfeiffer, hard cover, 276 pages)
This sixth book in "The Ultimate Consultant Series" provides the wisdom Alan has gleaned from his own practice--and from other veteran consultants--to help overcome both persistent problems and the challenges of reaching the next level of success. It is separated into the four major focus areas: Marketing, Sales, Delivery, and Practice Management. In each section the book provides specific techniques (40 in total) as well as case studies and contributions from successful practitioners to illustrate how to avoid being sidetracked, derailed, and impeded in your pursuit of excellence.
Alan has discovered that the challenges are constant in terms of content, but are significantly more complex as a consultant's career progresses. For example, the challenge of high-value fees for the beginner trying to put bread on the table is significantly different from the veteran attempting to close a high six-figure deal. We've paid a great deal of attention to the former, but not nearly enough to the latter.
Among the topics are: overcoming the "industry expertise" barrier to developing new markets; entering niche markets to leverage a practice in new directions; creating a support system that's there when needed but costs nothing when not needed; and determining when it makes sense to invest money to see a prospect, and how much is enough.
This is a great read but also a fine reference manual. Don't reinvent the wheel. Obtain the sports car.
"Once again Alan Weiss has given us an engaging, colorful, entertaining, but above all, practical book for the serious consultant. As Weiss takes us through his real-world personal consulting challenges and how they were won or lost, we build our own consulting strategies for success."
Institute of Management Consultants