Reviews (5)

Selling Services: Marketing for the Consulting Professional
This is the best small book on sales/marketing I have found for the small business person. I'm no sales/marketing pro, so the book gave me "hand rails" to hold onto for my business development work. The book pays for itself several times over.

Selling Services
This is probably the worst book I've ever read on the topic of selling professional services. Not only is it shallow in its discussion on the client's wants and needs, it provides zero foundation nor proof of success for any of its ridiculous "sales techniques". I would not recommend this book to anyone.

Delivers Key Tactics/Concepts
One big account put me in business. To grow beyond, this book seemed to simply & clearly lay out all of the sales/marketing topics that my mind naturally reached out for. I have implemented actions from the book that are paying off in the here and now.

A very basic read
For those people unfamiliar with basic marketing concepts, this book is fine. Professionals with any marketing experience will find that this book lacks depth or insight. It barely touches on Internet marketing or the valuable tools available on-line. I found this book to be geared mostly towards individuals trying to launch their own consulting firm rather than people in an existing firm looking to augment their business.

A practical book filled with illuminating sales/mtg skills
"Selling Services" gave me usable and practical specifics on how to acquire new accounts as well as tactics for maintaining revenue from my existing accounts.

Writing simple but illuminating outline plans, asking proper and timely questions, clues to improve my awareness on what to look out for while cracking an account are things I learned. As well, paying attention to the details of the negotiation process is another skill that this very practical book gave me. ... Read more

Book Description

- Understand why people will pay for your opinion - Convert your knowledge into income - Learn from the author of 15 bestsellers ... Read more

Book Description

While finding and keeping a core group of clients remains the bread and butter of any consultant's business, doing so is far from simple in a field that's becoming increasingly crowded and competitive. Today, as the result of drastic shifts in the landscape—information technology, virtual organizations, telecommuting—targeting and attracting clients is a greater challenge than ever. To help you meet that challenge head on, Marketing Your Consulting and Professional Services, the bible for consultants and professionals worldwide, has been thoroughly revised and expanded. This brand new Third Edition gives you the tools and the know-how to survive and thrive in today's tough market.

Beginning with a comprehensive overview, this updated resource keeps you abreast of current trends and issues. In addition, you'll find complete coverage of Dick Connor's innovative—and highly effective—Client-Centered Marketing^TM (CCM) approach, a practical "deliverables-driven" system for penetrating specific markets. This easy-to-follow, six-part process helps you achieve a myriad of essential marketing objectives: from expanding services for current clients and capitalizing on the potential within your business to generating profitable growth and managing your image with clients and targets.

With a wealth of new information that focuses on finding and qualifying new clients—what every consultant worries about most—this new edition of Marketing Your Consulting and Professional Services, Third Edition provides essential information on:

• Analyzing your current business or practice—evaluating clients, assessing existing prospects, preparing a strategic profile
• Becoming "client smart"—determining how the niche industry is organized, identifying requirements for success, determining its needs
• Building market awareness—maintaining positive name recognition, establishing your firm's intended image
• Prospecting—acquiring new, high-potential clients, preparing a winning proposal, selling the value-adding solution
• Ensuring client satisfaction—handling service and relationship breakdowns with a practical recovery action sequence

Complete with helpful worksheets and checklists, as well as precise definitions of terminology and an annotated bibliography, Marketing Your Consulting and Professional Services, Third Edition is a must for today's fiercely competitive, highly demanding marketplace.

Praise for the previous edition of Marketing Your Consulting and Professional Services

"Loaded with examples, useful forms, and informative exhibits, Marketing Your Consulting and Professional Services is an extraordinary how-to manual that provides vital step-by-step instruction and advice on how to maximize profitability and success. . . . Marketing is a how-to you shouldn't do without." — Managers Magazine

"This is definitely a 'MUST READ' book for entrepreneurs and business professionals of all types. The attention to detail provides practical insights on the critical keys to marketing success." — Dr. Peter Johnson, Corporate Marketing Strategist

"As today's business environment becomes increasingly competitive, consulting professionals look for fresh approaches and innovative ideas to 'cut through the clutter' and increase their share of business. Marketing Your Consulting and Professional Services provides highly useful information for every professional consultant. It's an essential purchase." — Jonathan D. Blum, Managing Director — Ogilvy & Mather Public Relations, Singapore

"Marketing Your Consulting and Professional Services is excellent. It contains down-to-earth, indispensable tips for marketing consulting services. Vital reading for both beginners and seasoned consultants—worldwide. I wish I had had this daily guide during my rough start." — Dr. Oskar Pack, Management Consultant and Sales Trainer — Euskirchen, Germany ... Read more

Reviews (2)

Offers Insightful Marketing Advice
This book is about as good as it gets. It lays out a very fundamental way of approaching marketing for professional service firms. I found it easy to follow, although the language sometimes was a bit stilted. This is the third edition of this book, so the authors have had plenty of time to hone and refine their insights. I like the fact that there were many, many chapters, but each of them relatively short. This fits my style of getting through a book these days, because often I can only reach for a few pages at a time.

You can find everything everything inside
Ideas, ideas and ideas. Thats what the book lack. It attempts to provide a blueprint of how to market a professional service company, without giving much useful ideas on how to do it, and more lacking is how to implement the few ideas it provides. Will be useful for planning, and not ideas generation. ... Read more

Book Description

Are you finishing up your PhD but wondering how you're ever going to get tenure without moving to East Podunk, North Dakota? Or maybe you're winding up law or medical school but realize that the career path before you seems too limited. There's no need to throw your degree out the window in frustration and work in a coffee shop. Consulting, a huge, growing industry filled with tons of bright and well-compensated people, can't find enough of them to fill its staffing needs. Some consulting firms are hungry for warm bodies, while others prize advanced-degree backgrounds. In either case, you'll find that a world of opportunity awaits you in this field.

But wipe that drool of your chin and hold on a second: There are a lot of things to consider before you send your CV off to the Big Five and McKinsey & Co. and wait for them to get back to you. Something seems a little fishy here: Why are they paying so well? What do they want from you? There's got to be a catch. How do you know if you're really going to like the work? WetFeet's Consulting for PhDs, Lawyers, and Doctors will give you an insider's look at one of the most dynamic industries around and then help you get a hard-won interview—and ace it.

Sound good? Questions this Insider Guide will answer include:

• What do consultants do, anyway?
  
• Can you really make $80,000 plus a fat signing bonus as a consultant out of graduate school?
  
• What are all the different types of consulting, and which is best for you?
  
• How does consulting stack up against academia, law, and medicine as a career?
  
• What firms might hire you?
  
• How do you create a killer resume?
  
• What's the hiring process?
  
• What's the case interview and how can you crack it?

Reviews (1)

JD career changer
I've been considering the intimidating notion of a career change for some time now but honestly felt at a loss as to what particular steps I should take. Having been in the legal profession for some time I, like many lawyers, invested a lot of identity in my job, so cosidering options beyond just being a lawyer was, well, difficult. I stumbled across this guide and it switched on a big lightbulb over my head. It's proved to be a great resource so far in that it is specifically targeted to my situation as a JD. The in-depth, insider info has really helped me come up with some great options and take the first steps towards a consulting path. Now the idea of a career change has been broken down to bite-sized manageable chunks. I highly recommend this as a great career resource. ... Read more

Book Description

Are you in the security industry? Whether your answer is yes or no, keep reading! This informative and easy-to-read book is of value to all who want to know what it takes to be secure in today's society. It provides the knowledge you need to make your family and your home as safe as possible.

Learn what the pros already know-from outside perimeters and types of alarms to fire prevention and detection. Learn about the tools criminals use and how to best protect yourself against them. Learn to think like a top security consultant and give yourself peace of mind.

For those who are interested in taking these steps further and establishing themselves as security consultants, nothing could be better than Charlie Read's principles of providing top-quality service, outlined in this one-of-a-kind book. A must-read for anyone interested in safety and security! ... Read more

Book Description

There comes a time in the life of every business owner when he or she begins to think about cashing in on the years of hard work and risk.Selling a business is a complex blend of art and science.Cashing In! is a sparkling how-to manual for building value, preparing for sale, and cashing in at top dollar. The techniques in this book can add 30%-50% to the value achievable in sale! ... Read more

Reviews (1)

Terrific read for any business owner
This is really a terrific book for people who own successful businesses.It's not overly technical and I was able to read the book over the course of a weekend.It is filled with valuable insight about how to prepare for sale, the selling process and successful negotiating.Also, given the author's breadth of experience, it is peppered with actual stories of successful transactions that she has navigated.Even if you aren't planning on selling soon, this book is definitely worth reading. ... Read more

Book Description

Reviews (1)

a bad installment in a great series
The Bluffer's guides are a well-written, funny and informative bunch of pamphlets. I read five of them cover to cover while waiting for a friend in a bookshop, and I must say that this one was the weak link in the chain. It has (like the others) wit and irreverence, but it lacks the precision and hard facts that the guides to wine, ballet, jazz, and others have. In short, this book might be of mild humor to folks who actually are consultants, but as a ``bluffer's guide'' it fails. ... Read more

Book Description

This Survey is part of the comprehensivePreventing Burnout and Building Engagement package contains the same winning strategies and techniques that internationally renowned burnout experts Michael P. Leiter and Christina Maslach have used so successfully to transform organizations suffering from wide-spread employee burnout.In an easy-to-follow format, Leiter and Maslach show you and your team members how to conduct an effective Organizational Checkup from start to finish. ... Read more

Book Description

Focusing on basic business principles and strategies.

The initial hype about coaching has deflated, and the profession is coming down to earth. This book explains the current state of the coaching profession and offers basic advice and strategies so that you can plan your practice to operate well on the contemporary business terrain. Whether you are an established coach or just starting out, this book is for you. ... Read more

Book Description

The eConsultant--written by bestselling author of the foundation text in IT consulting, The IT Consultant--is a hands-on guide for enhancing your consulting skills and helping your clients create successful strategies for the Network Economy. Freedman works with consulting companies and clients around the world, helping them prepare their businesses to win on the Web, and The eConsultant brings you the best of this extensive real-world experience. You'll learn lessons from the champions on the Internet, and discover how to help clients avoid the errors of the Internet "gold-rush." You'll read in-depth interviews with thought leaders of the Network Economy, including leading venture capitalists, eConsultants, and IT analysts. The eConsultant provides a complete course in the theory and practice of guiding clients to success in the next phase of the Internet revolution.

"Internet consulting is a broad and complex topic, and Freedman has done a great job of covering the range of strategic issues consultants must deal with. Rick has written another valuable book that belongs on every IT consultant's bookshelf."
--Larry Tanning, president, and CEO, Tanning Technology Corporation ... Read more

Reviews (9)

Great book, every eConsultant must read this.
This is a worthwhile and well written book. Now that the internet is so pervasive this book applies to ANY consultant who wants to provide quality services. Internal consultants and "Hired Guns" need this knowledge. If you are a consultant or use consulting services in your business this is a must read.

I have helped to create a series of eConsulting Services Companies and advise a number of consulting companies, I only wish this book could have been available sooner!

Staying Ahead of the Competition
I have read both the IT Consultant and The eConsultant. They have provided me with invaluable insight towards achieving my goals. I'm in the executive sales arena and sustain a multi-milion dollar quota in a slow economy. Rick's books provide insight to the challenges my customers are facing. They also provide the approach to solving complex business issues for them with the technology I provide.

I'm keeping my eyes open for Rick's next book...

Deliver More Than Technology¿Deliver Value.
Essential reading for both experienced and novice technical consultants who want to expand the value they deliver clients. For too long technology consultants have focused almost exclusively on the intricacies of systems without paying sufficient attention to the strategic, business, and human effects of their work. This book successfully introduces IT consultants to the broader world in which their work takes place.

Excellent information
Rick's book provides an excellent balance of information from details through higher level data. I found the content to be highly enlightening and very helpful to our company on a daily basis. eConsultant is also a very friendly read! I'd recommend it to anyone who is doing business today.

Getting it Right, Again.
I have read and implemented a number of idea's from Rick's first book and was looking forward to this new text. As a CFO of a consulting company, I found this bood useful in a number of ways. First - it is practical and by truly understanding his subject, Rick provides a "can do" approach that deliver success in this challenging industry. His book will serve as a roadmap for our companies stategic plan. Lastly, this book - like his first one -is a good purchase to add to a professionals library since it also filled with solid research and is a strong addition to anyones professional development. ... Read more

Book Description

Inside the Minds: Leading Consultants is the most authoritative book ever assembled on consulting, written by an unprecedented collection of the top consulting executives in the world including CEOs/Chairmen/Managing Partner level executives from IBM, Booz-Allen & Hamilton, KPMG Consulting, A.T. Kearney, Arthur D. Little, First Consulting Group, General Physics, Drake Beam Morin, Frost & Sullivan and Milliman USA. These industry visionaries share their knowledge on over delivering for clients, being an effective team player, the everlasting effects of the Internet and technology, compensation, managing client relationships, motivating others, balancing personal and professional lives, the future of the consulting industry and other important topics. An unprecedented look inside the world of the consulting industry makes for exciting and highly interesting reading for every level consultant, individuals interested in learning the tools consultants use to assess business issues, and anyone interested in the future of consulting and how they can take advantage of the opportunities on a personal or professional level.

Praise for Inside the Minds: "What C-Level executives read to keep their edge and make pivotal business decisions. Timeless classics for indispensable knowledge." - Richard Costello, Manager-Corporate Marketing Communication, General Electric (NYSE: GE)

"True insight from the doers in the industry, as opposed to the critics on the sideline." - Steve Hanson, CEO, On Semiconductor (NASDAQ: ONNN)

Inside the Minds (Real World Intelligence From Industry Insiders) was conceived in order to give readers actual insights into the leading minds of business executives worldwide and are written by C-level (CEO, CTO, CFO, CMO, COO) executives from over half of the Fortune 100 companies and other leading executives. Because so few books or other publications are actually written by executives in industry, Inside the Minds presents an unprecedented look at various industries and professions never before available. Each chapter is comparable to a white paper/essay and is a very future oriented look at where an industry/profession/topic is heading and the issues for future success. The Inside the Minds series is revolutionizing the business book market by publishing an unparalleled group of executives and providing an unprecedented introspective look into the leading minds of the business world. Other books include Inside the Minds: Venture Capitalists, Inside the Minds: The Wireless Industry, Inside the Minds: Leading Women, Inside the Minds: Leading Marketers, Inside the Minds: Leading Consultants, Inside the Minds: Leading Accountants, Inside the Minds: Chief Technology Officers and over 30 other topics on leading industries and professions. ... Read more

Reviews (1)

First Rate-Must Read
This is a fantastic book on the art of consulting. As a previous partner of McKinsey, I took a lot away from this book that took me 20 years to learn previously. I highly recommend this book to every level consultant, doing any type of consulting. ... Read more

Book Description

Trainers, consultants, facilitators, and managers rely on the Pfeiffer Annual year after year for up-to-date information about making their organizations more effective. This contributed volume contains a wide variety of field-tested activities, instruments, and papers. All of the resources are new and have not previously appeared elsewhere. Every year, the top practitioners in the field contribute their expertise to these volumes: well-known authors Marlene Caroselli, H.B. Karp, M.K. Key, and Steve Sugar are among those who are represented in these must-have volumes. ... Read more

Reviews (1)

Easy read
The ex-Mckinsey analyst gives readers a sneak peak into the glitzy world of management consulting. Concise and accurate, it is an easy read although it is a bit short. ... Read more

Book Description

The seduction of instant cost cutting has led many companies toadopt outsourcing without thinking of the downside. What happens whenoutsourcing goes wrong? Costs go up. Service goes down. And customersjump ship. A company may be worse off then when it started!

Insourcing After the Outsourcing thoroughly explores the pros andcons of outsourcing MIS functions to independent vendors. The bookoffers a practical escape plan for companies that have jumped onto theoutsourcing bandwagon only to have it break down. And for companiesconsidering a move to outsourcing, Insourcing After the Outsourcinghelps readers to:

**learn what can realistically be expected from outsourcing
** discover when, where, and how outsourcing usually fails
**solveoutsourcing problems by "insourcing" functions gone bad
... Read more

Reviews (2)

ITS AN EXCELENT BOOK!!!!!!
ITS ONE OF THE BEST BOOKS REGARDING IS/IT INSOURCING, HIGHLY RECOMMENTED!!!!!!!!!!

Required reading for MIS professionals
This book is absolutely dead-nuts on, explaining in plain English, so even Dilbert's pointy-eared boss can understand, the facts and fictions and cost pressures of the typical outsourcing arrangement.As I feel when reading many of Scott Adam's cartoons, I kept wondering when these authors had worked for my company--how did they know was going on so accurately?Their clear explanations of figuring if an outsourcing makes any sense (MIS people are dense at financial concepts, I know I am), but their simple charts and NPV explanations helped me through the tough parts.Chapman and Andrade know their history, and they explain why we're all going to relive it.Read it before you have to relive it too.I'm ordering an additional copy for my boss. (He doesn't have pointy ears--yet, anyway!) ... Read more

Book Description

Newcomers and experienced consulting pros alike will quickly pull ahead of the pack with this revised, essential desktop reference. It shares the technical knowledge, administrative skills, and business acumen needed to set up and run a successful consulting practice, and discloses powerful problem-solving skills to nimbly manage the essential client-consultant relationship. Compiled by elite practitioners, the second edition shows what it takes to enhance marketing efforts, improve practice quality control, and successfully grow a practice. It's the complete single source guide for rendering responsible, cost-effective, client-oriented consulting services. ... Read more

Reviews (3)

A Reference Tool To Use Every Day!
The book is full of useful tools, resources, suggestions and practival advice. It sets a professional and ethical standard expected in the industry. A great investment for anyone in consulting. Due to new technologies, it could use some updating...and when it does, I will buy the new edition.

Good reference on the management consulting practice
The most complete and definitive reference work on the management consulting profession. Anyone trying to follow a career on MC should read this book. I still use it to give me ideas to create training materials for junior consultants...

An essential guide to consultants in general.
A definitive book on the industry practices of consulting. Easy language and crisp concepts put together in a continual mode. ... Read more

Book Description

Management Consultancy is the definitive reference guide for all management consultants. It covers all aspects of the management consultant's role and provides: guidelines on best practice, expert contributions. helpful case studies, and a complete overview of the industry. This title explores the principles behind the application of specialized management techniques to the consultancy process. It also seeks to promote an understanding of the dynamics of the client-consultant relationship. Comprehensive in its coverage and full of practical advice, techniques and useful information, it is of equal value to the MBA student, sole practitioner or professional in a large multi-national consultancy. This title is also the recommended reading for students on the MSc in Management Consultancy. ... Read more

Book Description

This book is a guide to getting your faith-based program from the dream stage to a working community program. Take advantage of the professional experience of grant writers Jeff and Jenai MoreheadÂ’s years of experience in developing neighborhood and economic development programs. Discover how the federal grants process works. Find out how your church and faith based organization can work together. Discover the inside of grants contracts and what you have to do after you sign the contract to keep your grant funds flowing. Learn how to deal with your critics. Find out how long it will take to get your money and study our grant writing suggestions for winning grants!

The personal testimonies in this book are inspiring and encouraging to the faith community that understands the unique call to operate outside of the four walls of the religious institution and into the neighborhoods where the heart of the community is.

... Read more