Great Consulting Challenges And How to Surmount Them [Hardcover]

Great Consulting Challenges: And How to Surmount Them showshow consultants can use the wisdom gleaned from Weiss's ownpractice and from other seasoned members of the profession to helpovercome persistent problems and next-level challenges. Weissexplains that as consultants' careers develop and become moresophisticated and complex, so do the challenges they encounter. Forexample, the question of price competition occurs at every level ofthe consulting business, yet the techniques for astutely resolvingthe issue can be vastly different for the veteran consultant ascompared to the novice who is merely trying to establish a newbusiness. In this book, Alan Weiss discusses the great consultingchallenges in key areas such as marketing, selling, delivery, andpractice management and offers practical advice for overcomingcommon problems and learning to thrive as a consultant.Introduction.

Acknowledgments.

PART ONE: Marketing Challenges.

CHAPTER 1: Lack of Industry Experience.

Aren't You a Stranger in These Parts?

How to Apply Process Skills in a Sales Situation.

CHAPTER 2: Too Narrow a Niche.

Is It Me, or Are the Walls Getting Closer?

The Signs of Nichedom .

Escaping the Niche Without Destroying It.

The Generalization of Specialization.

CHAPTER 3: Relative Lack of Resources.

How Does a Lone Wolf Create Galloping Herds?

Virtual Infrastructure.

Client Preparation.

CHAPTER 4: The Cost of Distant Marketing.

Where, Exactly, Is Lower Kumquat?

Ten Reasons to Go No Matter What.

When Can You Charge for the Privilege?

CHAPTER 5: Poor Name Recognition.

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