TY  - BOOK
AU  - Weiss, Alan
TI  - Million dollar consulting : : the professional's guide to growing a practice 
SN  - 0070691029 (HC)
AV  - HD 69.C6 .W4 1992 
PY  - 1992///
CY  - [New York]
PB  - McGraw-Hill
KW  - CONSULTANTS -- MARKETING
N1  - Includes bibliographical references and index; 1. The state of the art: most art is in the eye of the beholder -- 2. The right state of mind: rudderless ships are only good at drifting -- 3. Prerequisites for growth: expanding the envelope -- 4. Breaking paradigms: the worst piece of advice I've ever received -- 5. Turning the corner: the light at the end of the tunnel -- 6. The look of business: prospects believe what they see and hear -- 7. Acquiring people: practicing what you preach could save your life -- 8. Establishing Fees: if you're charging a per diem, you're still just practicing -- 9. Investing in success: absence doesn't make the heart grow fonder-it weakens the memory -- 10. Turning change into opportunity: bad times can be good times if you play your cards right -- 11. Managing capital: borrow $1000 and they own you, but borrow $1 million and... -- 12. Accelerating growth: growth does not always equal expansion -- 13. The ultimate relationships: when clients call you -- 14. Beyond success: money is only a means to an end
N2  -  This guide attempts to help consultants master the diverse skills needed to market and grow a successful consulting practice by breaking down each element of a successful consulting business - from setting fees and acquiring personnel to identifying new clients and obtaining capital - into small, easily-understood segments and providing specific examples and procedures to master each step. Brimming with checklists, guidelines and actual consultancy cases, this book adds a crucial management dimension to consulting. It addresses such critical issues as deciding whether growth is actually desirable, how to prudently assess risk and how to prevent success from jeopardizing the business. It also includes strategies for leveraging consulting success
ER  -