Million Dollar Consulting Toolkit: Step-by-Step Guidance, Checklists, Templates, and Samples from The Million Dollar Consultant / Edition 1 available in Paperback, eBook
Million Dollar Consulting Toolkit: Step-by-Step Guidance, Checklists, Templates, and Samples from The Million Dollar Consultant / Edition 1
- ISBN-10:
- 0471740276
- ISBN-13:
- 9780471740278
- Pub. Date:
- 10/28/2005
- Publisher:
- Wiley
Million Dollar Consulting Toolkit: Step-by-Step Guidance, Checklists, Templates, and Samples from The Million Dollar Consultant / Edition 1
Buy New
$40.00Buy Used
$19.66-
-
SHIP THIS ITEM
Temporarily Out of Stock Online
Please check back later for updated availability.
-
Overview
Product Details
| ISBN-13: | 9780471740278 |
|---|---|
| Publisher: | Wiley |
| Publication date: | 10/28/2005 |
| Pages: | 256 |
| Sales rank: | 1,031,663 |
| Product dimensions: | 6.00(w) x 9.00(h) x 0.70(d) |
About the Author
Read an Excerpt
Million Dollar Consulting Toolkit
Step-by-Step Guidance, Checklists, Templates, and Samples from The Million Dollar ConsultantBy Alan Weiss
John Wiley & Sons, Inc.
Copyright © 2006 Alan Weiss, Ph.D.All right reserved.
ISBN: 0-471-74027-6
Introduction
During my 20-year career as a solo practitioner who works with major organizations, consulting firms, and other solo practitioners, I've been asked two questions far more than any others: How do I establish value-based fees, and how do I manage my time so that I build a seven-figure practice with no employees and plenty of leisure time?The first question I've answered in several books and scores of articles and interviews. But the second has never been comprehensively treated until this Toolkit.
I've included herein, with my permission for you to appropriate and modify for your purposes (and a web site to visit to download whatever forms you need), checklists, forms, and templates that will save you an enormous amount of time (I estimate more than a month a year) and dramatically enhance your professionalism and productivity. You can read this like a book, or refer to it like a reference manual, or seek out methods to improve still further those areas in which you're already proficient.
There is no particular sequence that's important; the sections are not in any particular order, but instead serve to organize elements within common boundaries. I've tried to provide maximum support with minimum interference. Most elements have a brief narrative explaining the "why," then a checklist, commentary, and one or more templates (where appropriate) to demonstrate the "what" and the "how." The "when," of course, is up to the reader's needs, interests, and, frankly, discipline.
The commentary sections are my biases about what might make the best sense, and I have no financial connection to any of my recommendations (other than perhaps coincidentally owning stock in some of the companies). You needn't follow my specific recommendations, but I think I owe you my best experiences.
My intent is that you use the checklists as appropriate for daily and short-term planning and quality assurance, and use the templates as needed for actual tactical implementation. For example, the templates for creating an article, a follow-up letter, or an invoice can save you hours of time every week.
I stipulate here that you may have some better ideas than I in some of these areas, or can think of additional areas that need treatment (and I urge you to write to me or the publisher so that we may consider these possibilities for future editions), but I believe that there are a dozen or more techniques here that you can use immediately to improve your business and your life. Hence, the goal is neither all-inclusiveness nor perfection, but merely success. Select those forms and checklists that improve your approaches, and your success will increase immediately.
Although this is a different type of book for me, that goal of success is a common theme through all of my work. People told me that I could never succeed as an independent consultant, much less make a million dollars and more working out of my home. I didn't believe them, because they had no evidence that I couldn't succeed, and I despise that kind of projected pessimism. They were wrong, but they would have been right if I hadn't chosen to go my own way.
I'm here to tell you that you can succeed more than you ever anticipated-more than I have succeeded-if you simply apply those aspects of this book that for you, personally, represent immediate improvement. I'm happy to be on that journey with you, and wish you the same marvelous experiences I've enjoyed in this great profession.
Alan Weiss, PhD East Greenwich, RI June, 2005
(Continues...)
Excerpted from Million Dollar Consulting Toolkit by Alan Weiss Copyright © 2006 by Alan Weiss, Ph.D.. Excerpted by permission.
All rights reserved. No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.
Excerpts are provided by Dial-A-Book Inc. solely for the personal use of visitors to this web site.
Table of Contents
Acknowledgments xiiiIntroduction xv
Section 1
Office and Practice Management 1
Equipment Checklist and Commentary 1
Client File Checklist and Commentary 4
Insurance Checklist and Commentary 6
Professional Assistance Checklist and Commentary 9
Time and Space Allocation Checklist and Commentary 12
Section 2
Sales and Marketing 17
Web Site Checklist and Commentary 17
E-Mail Checklist and Commentary 20
Press Kit Checklist and Commentary 22
Sample Biographical Sketch 24
Sample Character Reference 26
Proposal Checklist and Commentary 26
Proposal Template 28
Proposal Cancellation Clauses Templates 33
Simple Letter of Agreement Template 34
Cold Call Telephone Script Checklist and Commentary 35
Cold Call Telephone Script 38
Cold Call Letter Checklist and Commentary 39
Cold Call Letter 40
Meeting Preparation Checklist and Commentary 41
Networking Checklist and Commentary 43
Networking Follow-Up Note 44
Advertising and Listings Checklist and Commentary 45
Sample Advertisement 46
Fee Setting Checklist and Commentary 48
Closing the Sale Checklist and Commentary 49
Section 3
Self-Development 53
Reading Materials Checklist and Commentary 53
Associations Evaluation Checklist and Commentary 55
Rebutting Objections Checklist and Commentary 57
Learning from Setbacks Checklist and Commentary 60
Section 4
Travel 63
Clubs Checklist and Commentary 63
Transportation and Lodging Checklist and Commentary 66
Road Warrior Support Checklist and Commentary 69
Section 5
Project Delivery 73
Sponsor Checklist and Commentary 73
Interview Checklist and Commentary 75
Focus Group Checklist and Commentary 77
Template for Focus Group Rules 80
On-Site Observation Checklist and Commentary 81
Coaching Checklist and Commentary 84
Coaching Rules of Engagement Template 86
Section 6
Debriefings Checklist and Commentary 87
Report Checklist and Commentary 89
Client Satisfaction Survey Template 91
Forms 93
Invoices 93
Invoice Template 94
Expense Reimbursement 95
Expense Reimbursement Template 95
Overdue Payments 95
Overdue Payments Template 97
Writing an Article Checklist and Commentary 98
Template for an Article 100
Letter to Magazine Editor Template 100
Subcontracting 101
Subcontracting Contract Template 102
Follow-Up Letters 104
Follow-Up Template for New Prospects 104
Follow-Up Template for Failure to Make Contact 105
Section 7
Financial 107
Taxes Checklist and Commentary 107
Investment Checklist and Commentary 109
Retirement Checklist and Commentary 111
Credit Line Checklist and Commentary 113
Bookkeeping Checklist and Commentary 115
Payroll Checklist and Commentary 116
Section 8
Legal 119
Incorporation Checklist and Commentary 119
Trademark, Service Mark, Registration Checklist and Commentary 122
Copyright Checklist and Commentary 124
Contracts Checklist and Commentary 126
Section 9
Advanced Marketing 129
Publishing Articles and Columns Checklist and Commentary 129
Inquiry Letter Template 132
Template for an Article 133
Book Publishing Checklist and Commentary 134
Template for Book Preparation 136
Template for a Book Proposal 138
Letter to a Literary Agent Template 146
Interview Checklist and Commentary 147
Interview Response Template 150
Radio Interview Request Template 151
Professional Speaking Checklist and Commentary 151
Speech Development Template 154
Speech Evaluation Template 155
Promoting Public Speaking Template 157
Speakers Bureau Inquiry Letter Template 161
Letter to Trade Association Director Template 162
Letter to Visitors or Convention Bureau Template 163
Speaking Contract Template 165
Advance Speaking Requirements Template 166
Speaking Requirements Sheet Template 167
Speech Introduction Template 168
Newsletter Checklist and Commentary 169
Newsletter Format Template 171
Newsletter Subscription Offer Template 172
Forecasting Checklist and Commentary 173
Forecasting Template 175
Qualifying System Template 175
Referrals Checklist and Commentary 177
Referrals Request Template 179
Repeat Business Checklist and Commentary 180
Repeat Business Suggestion Template 181
Passive Income Checklist and Commentary 182
Teleconference Template 185
International Business Checklist and Commentary 186
Alliances Checklist and Commentary 188
Retainers 191
Section 10
Maximizing Success 193
Life Balance Checklist and Commentary 193
Reinvention Checklist and Commentary 196
Selling Your Firm Checklist and Commentary 198
Appendix
Example of Trademark Registration 204
Example of Web Site Home Page 206
Bibliography 207
General Business and Consulting 207
Cold Calls 209
Publishing Assistance 210
101 Questions for Any Sales Situation You’ll Ever Face 211
Sample Position Paper or White Paper 222
Index 227
About the Author 237