By Alan Weiss
The last word Consultant--the first publication in a sequence written for knowledgeable practitioners--is jam-packed with worthy interviews and vignettes from an array of profitable experts from world wide, and gives the templates, examples, details, and instruments you must remodel your business.This crucial, hands-on source contains: * 40 suggestions that may bring up your fees--tomorrow* Ten proven ideas for springboarding to capability consumers* details on how one can earn a living whenever you sleep with newsletters, audio and video, advertisement and self-publishing* Ten-criteria to check peer-level collaborators* the easiest, most efficient time administration device ever* 50 recommendations to augment existence balanceWith this integral source as your consultant you could the right way to turn into an final advisor and take your corporation to new heights!
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Exhibit Great Patience. Significant relationships may require significant time. Some prospects are hard to reach at first, may be aloof, or may simply be very private. Don't force the issue. Keep the prospect talking and do not attempt to fill silence yourself. The more you say to “fill dead air” the stupider you'll 4. When prospects insist that I at least give them a range for my services, I tell them it would be from $50,000 to $1,000,000. They either laugh or sit there in stunned disbelief, at which time I say, “Look, if we can exchange some information and discuss some objectives, I can have specific investment options to you by courier tomorrow.
This is an essential concept for two reasons: First, it removes the onus of the inaccurate idea that value-based fees unduly reward the consultant; second, it provides the leverage to convince the client that these fees are in the client's best interests. Value-based fees are best for the client because: There is never a “meter running” with the inevitable pressure to ‘‘find something for the consultant to do” as long as the meter is ticking. The client does not have to make an investment decision every time the client may deem the consultant's help necessary.
T. Weiss, who knows more about life than any of us will ever be able to understand. Page xviii This page intentionally left blank Page 1 C H A P T E R 1 Acquiring Fortune 1000 Clients Why Size Doesn't Matter In 1985, after I had been on my own for a couple of months at the age of 38, a human resources director at Merck & Co. who had known me from years prior called to ask if I'd be interested in a possible project running some focus groups on values and ethics. ” On our “matched day” my contact introduced me to a senior vice president, who reviewed my proposal on the spot.