Getting Started in Consulting, Second Edition 
asked by ctj on November 15, 2006 5:22 PM
A new revision of the successful guidebook for novice consultants
Getting Started in Consulting, Second Edition provides practical solutions and proven strategies for launching a consulting business. Readers will learn how low overhead and a high degree of organization can translate into a six-figure income working from a home office. The book also offers key information on how to finance a consulting practice, how to write proposals, how to set up billing and bookkeeping, and more. A new chapter also explains how to get started quickly for those who can't wait to generate cash flow or those who have a cash reserve they are immediately willing to commit.
Alan Weiss (East Greenwich, RI) has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, and the Times Mirror Group. He lectures widely and is the author of 12 books.
Getting Started in Consulting, Second Edition provides practical solutions and proven strategies for launching a consulting business. Readers will learn how low overhead and a high degree of organization can translate into a six-figure income working from a home office. The book also offers key information on how to finance a consulting practice, how to write proposals, how to set up billing and bookkeeping, and more. A new chapter also explains how to get started quickly for those who can't wait to generate cash flow or those who have a cash reserve they are immediately willing to commit.
Alan Weiss (East Greenwich, RI) has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, and the Times Mirror Group. He lectures widely and is the author of 12 books.
Reviews
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It is easily the best I have read on the subject.
For most beginning consultants, the major problem is the marketing of our services. Closely following is gaining the confidence to charge what our services are worth. In these two areas and more, Dr. Weiss book provides specific and detailed advice. Emphasising the relationship centred nature of the consulting profession, he insists, and I think most practitioners' experiences bear him out, that you must make the sale "conceptually" before you can hope to successfully make it in fact, in a manner that leaves all parties satisfied. In presenting your proposals, Dr. Weiss advices that you provide outcome based options, so that your prospect asks himself, "how should I use Alan?" rather than "should I use Alan?" which is what a single option proposal with time based fees will likely elicit.
I wish I had discovered Alan Weiss' books five months ago. A prospect had called me out of the blues for a consulting assignment. When I got to his site for preliminary discussions to understand the points of pain and scope the project, he handed me over to a subordinate. With no opportunity to build a relationship (a mistake), it is no wonder that when I presented my $20,000 proposal which provided no options (another mistake), the prospect immediately asked for a 30% discount. Not wanting to give the impression that my figures were pulled out of a hat, I pushed back and offered an 18% discount instead. The prospect is yet to commit.
For most beginning consultants, the major problem is the marketing of our services. Closely following is gaining the confidence to charge what our services are worth. In these two areas and more, Dr. Weiss book provides specific and detailed advice. Emphasising the relationship centred nature of the consulting profession, he insists, and I think most practitioners' experiences bear him out, that you must make the sale "conceptually" before you can hope to successfully make it in fact, in a manner that leaves all parties satisfied. In presenting your proposals, Dr. Weiss advices that you provide outcome based options, so that your prospect asks himself, "how should I use Alan?" rather than "should I use Alan?" which is what a single option proposal with time based fees will likely elicit.
I wish I had discovered Alan Weiss' books five months ago. A prospect had called me out of the blues for a consulting assignment. When I got to his site for preliminary discussions to understand the points of pain and scope the project, he handed me over to a subordinate. With no opportunity to build a relationship (a mistake), it is no wonder that when I presented my $20,000 proposal which provided no options (another mistake), the prospect immediately asked for a 30% discount. Not wanting to give the impression that my figures were pulled out of a hat, I pushed back and offered an 18% discount instead. The prospect is yet to commit.
reviewed by blueoasis on November 27, 2006 12:53 AM
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This is a fairly comprehensive book on how to start a consulting business. I followed the steps outlined in the book to start my own business, but some of the recommendations Mr. Weiss makes go a little overboard. For instance, do you really need a copy machine? Do you really need a postage meter? Spending money on these things will burn through your start-up funds quickly!
One thing Mr. Weiss misses out on is how consultants should leverage the power of the internet to get the word out about their knowledge and expertise. Very surprising for a book with its latest edition published in 2003.
One thing Mr. Weiss misses out on is how consultants should leverage the power of the internet to get the word out about their knowledge and expertise. Very surprising for a book with its latest edition published in 2003.
reviewed by crick on November 28, 2006 7:21 PM
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The content of this book is only common sense steps... and targeted for completely disorganized people. For those using their brain before acting, do not buy this book: you won't find any secret, nor precious tips. But if you're a teen and wonder how to start a consulting business in the future: it could be a good investment. I bought the ebook edition, at least I didn't waste paper... Alan Weiss should learn more Japanese, because the word "sogomi" (at page 8!) doesn't exist. This mistake gives you the level of this book.
reviewed by motivations on November 28, 2006 8:41 PM