Consulting Professional

How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the "product," you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job-not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or "behind" when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do.

In a world of rapidly evolving technologies and business paradigms, your consulting business needs to radically adapt its techniques and models. Taking full measure of these changes, Alan Weiss, the "Rock Star of Consulting," will guide you through the process with a revised and completely updated sixth edition of his authoritative guide to consulting success.

The second edition of The Consulting Bible remains the most comprehensive and practical guide to the consulting profession, from launch to high growth, from marketing to implementation. Legendary consultant, speaker, and best-selling author Alan Weiss shows you how to create an independent or boutique consulting practice and take it to seven-figure success.

Never Say Sell explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights into how key rainmakers at firms like Accenture and IBM drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts.

When the landmark best-seller Flawless Consulting was first published more than three decades ago, it was quickly adopted as the "consultant's bible." With his legendary warmth and passion, Peter Block explained how to deal effectively with clients, peers, and others. The book continues to speak to people in a support function inside organizations as well as to external consultants. This thoroughly revised and updated third edition of Peter Block's groundbreaking book explores the latest thinking on consultation.

Seismic changes occurring in the workforce are leading to more and more people entering the world of contract, freelance, and contingency work. Rapid changes in demographics and advances in technology have led companies and talent to engage in profoundly new ways and consulting is one of the keys to success.

Drawing on his experience as a senior partner at a multi-billion dollar consulting firm and adjunct professor at the University of Texas at Dallas MBA program, Jeff Kavanaugh is ready to share the tools of the trade for young professionals to quickly scale the consulting learning curve. Pulling together the best content from his own experience, as well as other world-class consulting leaders and industry professionals he has worked with, Kavanaugh has distilled the lessons into the key skills that separate the best from the rest.

This practical and motivational guide provides the tools and knowledge to control your future and secure your fortune. From establishing goals and sorting out the legal and financial paperwork, to advanced marketing strategies and relationship building techniques, this indispensable book offers step-by-step instructions for you to establish and grow your own consultancy business. This extensively revised and updated fourth edition includes new and expanded coverage on utilizing informal media, changes in guidelines, key distinctions of wholesale and retail businesses, and much more.

How to Win Client Business When You Don't Know Where to Start provides a masterclass in teaching the practical techniques and concrete strategies that professional services providers were never taught in school or on the job. Pragmatic lessons take the place of the vaguely defined principles found in competing books to turn listeners from sales novices into rainmakers.

How can you take your skills and expertise and package it to become a successful consultant? There are proven time-tested principles, strategies, tactics, and best practices the most successful consultants use to start, run, and grow their consulting business. Consulting Success teaches you what they are.

Applying the dozens of lessons and practical advice will save you the time, energy, and cost of learning them the way I did—the long way and the hard way. Adopting these principles early in your business career will significantly improve your chances of success and move you ahead of your peers who are not as well informed.

Management consulting is seen as a glamorous profession. Behind the mystique are the consultants who put in extraordinary effort, synthesize great problem-solving skills and display fine personal attributes that enable them to capture the attention and respect of their clients. This book...

There is an art to advanced consulting as well as a science; who you are is as important as what you do. Bill Pasmore draws on his four decades of experience as a consultant and teacher of consultants to show listeners how to see possibilities that are not evident, conduct analyses that support the value of more comprehensive work, build relationships that engender deeper trust, adapt to changing circumstances, and empower members of their team to take independent actions while maintaining overall control of an engagement.

As Darwin famously observed, the beaks of each generation of Galapagos Island finches change to accommodate shifting food resources, allowing the birds to survive by adapting their capabilities to the new environment. Today's business people should take note: In the post-crisis economy, traditional career strategies spell professional extinction, but the fluid new "gig economy" offers tremendous potential for anyone willing to adapt.

The definitive guide to non-linear career development: Your roadmap for thriving in the ever-changing business world. Do you dream of a career that's both fulfilling and financially rewarding but feel trapped in your dead-end job? Do you feel like you're missing out on opportunities because you don’t know how to stand out and be noticed by the top brass? It’s frustrating because you know you’re smarter than your peers, and yet they’re climbing the corporate ladder and leaving you behind.

In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy - the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one.

Welcome to the wonderful world of consulting. It's a world I know well, having lived it for more than 30 years. What does a consultant do? Well I'm glad you asked. Consultants are brought into a project for their expertise, to speed the project along, and to share their knowledge with the client. Consultants are sought more for their wisdom than for their advice. I try to help the client come to wise decisions rather than telling them what they should do - nobody likes to be told what they should do.

For over 15 years, consultants, both internal and external, have relied on Peter Block's landmark best seller, Flawless Consulting, to learn how to deal effectively with clients, peers, and others. Using illustrative examples, case studies, and exercises, the author, one of the most important and well known in his field, offers his legendary warmth and insight throughout this much-awaited second edition.

Professional coaching has been a real growth profession since the 1990s. In this audiobook, you will learn what professional coaching is all about and how to make a decision if it is for you.

The ongoing challenges of creating the magical bond between team members in small and big endeavors can be elusive. What more, in the last few decades it has become increasingly challenging, since we have been moving from emphasis on social skills and communities to technical and managerial skills, as a result the lore concerning the magic of teams has been lost. Leadership: Building Highly Effective Teams, provides you with the much needed practical advice on how to create an effective collaborative team environment.