Book Description

Packed with information you need to know to prepare for your consulting interview, this guide provides the skinny on business frameworks, sample cases, guesstimates, brainteasers, and more! ... Read more

Reviews (6)

was helpfull !!!!!
would recommend this book to everyone.I found it helpful.read this book before you read "case in point" by Marc P.Cosentino.

Not for non-MBAs
I'm not an MBA and found it confusing and overwhelming. They assume a certain level of knowledge and only offer cookie-cutter frameworks. I found the book Case in Point to be much clearer and more informative. It's Ivy Case Method makes thinking and structuring the cases much easier.

Couldn't do without it
I had a series with slightly less-than brilliant interviews with a couple of US consulting firms after completing my (part-time) MBA last year here (I am a liberal arts undergrad major form an European school). One of the intervievers referred me to the Vault site and this book particularly to help me correct my alleged "firehose" approach to business cases for... my next interviews. To my amazement, it worked. I gladly recommend it to anyone interested in getting into consulting.

best case interview preparation in print
In my opinion, this Vault guide is the best guide available which prepares the reader to excel in a case interview. I suggest you at least flip throug it if you are serious about doing well during consulting firm interviews.

excellent and essential guide
This guide contains numerous essential frameworks, case strategies, and actual case questions with model answers. There must have been more than 100 cases of various types in the guide. I highly recommend to anyone pursuing a consulting position, particularly with strategy consulting practice areas. ... Read more

Book Description

Well-known author and consultant Howard Shenson shows consultants, educators and trainers how to enter and flourish in the lucrative and fast-growing seminar business--an estimated 3-to-4 billion industry. Covers everything from choosing a topic and developing a program to targeting a market, pricing and promotion. Provides practical details on selecting facilities, writing brochures, advertising, using direct mail, add-on materials and much more.Features checklists, tables and sample forms that help make planning easy and efficient. ... Read more

Reviews (3)

Great information
This book is one of the important books on this topic. I have included this book in my personal library and have referred many people to this book.

Early in my business I provided "public" seminars and this book provided some great advice and tips.

Lenny Laskowski, professional speaker and author of the book, "10 Days to More Confident Public Speaking" (Warner Books)

Reference Only
This book has lots of really good information. This is a great reference tool.

Good, but it depends.
By "depends" I mean your level of experience. If you're new at seminars and workshops this book is a solid goldmine of basic information. Shenson did a good job of providing the theories and the very practical. Lots of forms and check off lists. Good basic stuff. If, on the other hand, you have experience - it's a bit elementary, and a bit dated. With a 1990 copyright, the book pre-dates PowerPoint for example. The focus of the material is definitely on the promotion of the workshop - not the development. While there's much it doesn't speak to - it's a good starter for the novice. ... Read more

Book Description

Are employee attitudes correlated with financial success? Unequivocally yes! according to consultant and bestselling author David H. Maister. Based on a worldwide survey of 139 offices in 29 professional service firms in numerous lines of business, Maister proves that companies perceived by their employees to practice what they preach in matters of client commitment, teamwork, high standards, and employee development are more successful than their competitors. Put simply, employee dedication causes improved financial performance.

Through in-depth interviews, Maister explores the crucial role of the individual manager in promoting high morale among employees. Practice What You Preach boasts specific action recommendations from the managers of these "superstar" businesses on how to build an energized workplace, enforce standards of excellence, develop people, and have fun -- all in the name of profit. As a result, Practice What You Preach can help any manager increase profitability, and provides proof that great financial rewards come from living up to the standards that most businesses advocate, but few achieve. ... Read more

Reviews (15)

Highly Recommended!
Heavy but invaluable reading, this book presents the results of author David H. Maister's study of 139 offices of 29 professional service - more specifically, marketing and communications - firms in 15 countries. His objective was to identify the attitudes that correlate most strongly with financial success. He found what's been known all along - that financial success correlates very strongly with the perceived good character and integrity of management. When employees believe that management practices what it preaches, they seem to give extra effort and get astonishing results. The idea that character counts as much as, or perhaps more than, structure and corporate policy will be hard for many to accept. It takes courage, commitment, faith and humility to become the kind of person this study recommends. But this information shows us that, to contradict baseball player Leo Durocher, nice guys finish first.

Professional Firms Flourish By Following Higher Values
David Maister's latest book again breaks new ground. In "True Professionalism," he showed how authenticity in professional practice increased the satisfaction of both clients and practitioners. Now, with this impressive study, he presents sound empirical evidence that firms whose critical values and actual culture mesh, enjoy greater financial success. Amazing! But if some of these conclusions seem easily intuitive, then why do not most firms enjoy these results? Maister says the answer is they lack the courage to do those things the evidence suggests ought to be done. Having the courage to actually implement the strategy adopted and the values professed may be the key step to both the clients' and the firm's success.

Managers can skim for value, but probably not worth the time
While there's definitely some value in the things he says about the relationships between work environment and client respect, it was hard to say that his use of statistics matched what I remember from college. It would've been worth either eliding the high-level use of statistics entirely or just subjugating larger sections on the correlations and significance to a detailed appendix -- like papers on new type systems, people want to know that the semantics are sound in detail, but don't necessarily want to see every proof of every lemma interspersed with the text.

Additionally, it wasn't clear how to turn this into anything other than personal action items. It was easy to understand that you should change things in your company, but there wasn't a ton of advice around how to actually make the changes suggested.

Statistical Ignorance
Despite having a wide body of experience in business criticism and a credible approach towards analyzing business culture, David Maister exhibits far too many episodes of 'statistical ignorance' in his conclusions and statements to capture my attention or even allow me to finish reading the book.

Perhaps the audience was not engineers, mathmeticians, or anyone else who know their way around 'correlations' and 'significance' -- I frankly don't know. But I can assure you that David could have dealt himself a greater dose of credibility and 'statistical significance' if he'd had more experienced statisticians review his staggered conclusions.

I definitely credit him with opening my eyes to a handful of new 'culture management' techniques. But my eyes still sting from the idea that this gentleman has made a career out of mishandling simple correlational numbers and the science behind them. A simple example is the assertion on page 49 that 'positive' correlation is equivalent to 'significant'.

weLEAD Book Review from the Editor of leadingtoday.org
How many times have you heard or read leadership thinkers or managers talk about values or culture? How many times have you heard them dogmatically emphasize the importance of modeling the right example? How many times did they offer concrete statistical proof to support their statements? Author David Maister doesn't just talk about it...he proves it! The heart of Practice What You Preach is the result of an extensive worldwide survey Maister conducted in 139 offices throughout 15 countries in 15 types of businesses. Seventy-four questions were asked along with an analysis of financial information. Maister also conducted extensive interviews with the organizations managers and workers. In analyzing the top 20% of the most financially successful companies, he came to the conclusion that the behavior of managers played a large and powerful role. The survey demonstrates that employee attitudes are directly linked to financial success. Good managers effectively listened, demonstrated values, were trustworthy, good coaches, communicated well, treated others with respect and practiced what they preach! Maister also encourages managers to inspire their team by demonstrating and modeling the values they proclaim to others.

Practice What You Preach is interesting reading and sure to keep you engaged. Maister has a way of getting straight to the point with concise comments and points throughout the entire book. For those who desire to dissect the survey data, it is published at the end of the book in the appendices. Like pieces of a puzzle, Practice What You Preach reveals the results of the survey one point at a time and interweaves major lessons to be learned from a number of case studies. Building from the simplest analysis and lesson to the most complex, the impact of the book is cumulative. Maister also provides an excellent summary in the later portion of the book.

Rarely does an author of Maister's caliber offer personal detailed data to support his conclusions along with relevant case studies. Perhaps David Maister sums it up best when he passionately mentions that the "story is richer" than simply reading the chapters which discuss the main conclusions. He continues, "I hope that most readers will come with me as I recreate the journey of discovery that this research took me on."

It's a journey well worth taking and it will enrich your understanding of effective management and leadership.

... ... Read more

Book Description

If you’re having a baby, you read What To Expect When You’re Expecting.If you’re considering law school, you read One L. And if you’re thinking about working for yourself, you read Free Agent Nation—Daniel Pink’s contemporary classic about leaving the corporate rat race.

Widely acclaimed for its engaging style and provocative perspective,Free Agent Nation has helped thousands transform their working lives.Now the paperback edition of this business bestseller features an all-new section: a comprehensive 30-page resource guide that explains the basics of working for yourself (how to get started, where to find health insurance, how to market yourself) and includes 101 Free Agent Survival Tips culled from successful solo workers nationwide.Hip and hopeful, Free Agent Nation will change and your thinking – and maybe even change your life.Read it today to free yourself tomorrow. ... Read more

Reviews (45)

exceeded my high expectations
Free Agent Nation exceeded my expectations, which were high to begin with. This is not just a drawn-out version of Pink's classic cover story in Fast Company. It reflects extensive research and provides many surprising insights and interesting predictions.

This is not a book you can polish off in an hour or two. It is difficult to convey in a brief review the depth and richness of Free Agent Nation.

Pink demonstrates that free agents are a large and growing share of the work force. He describes some of the economic forces contributing to this phenomenon, but he finds that free agents themselves explain their reasons for leaving the corporate world in psychological terms: a desire for freedom, authenticity, accountability, and flexible concepts of success.

Pink shows that free agents have their own unique perspectives and solutions to such challenges as security, workplace relationships, career advancement, and work-family balance. For example, he describes the way that peer networks are providing the type of career support that formerly came from within large corporations.

Whether you like it or not, the gravitational forces between individuals and large corporations are weakening. In the future, how will business be re-organized? How will the economy function? Daniel Pink asks the big questions, and he comes up with a lot of fascinating answers. I expect Free Agent Nation to become the most talked-about nonfiction book of the year.

The Other Side of the Coin
Having been a member of the "free agent nation" since 1987, I read Daniel Pink's book with interest. There is no question that the American work force is undergoing what may be its most significant transformation since the migration from the farm to the factory one century ago.

The author spent a year traveling the country talking with hundreds of these workers. The portrait that emerges is the death of what William H. Whyte, Jr. named "the organizational man" in his 1956 book of the same name. Replacing him or her is the free agent, the home-based business, temp, freelancer or independent contractor. The lure of freedom, authenticity, accountability and self-defined success are luring workers from their cubical farms, stock options and regular paychecks into a life, the author dubs, "of meaning."

There is another side to this migration. Changes in three areas will be required before this migration becomes a powerful demographic influencing the economy and the nation:

1. Tax Changes
2. Access to Capital Markets
3. Attitudes

First, amend tax codes have to give the free agent the same status as the business he or she left. Benefits need full deductibility and ease of implementation. If the country benefits from independents building businesses, the capital gains tax needs to stop being a political football. It makes no sense to sacrifice to build a business unless there is a carrot at the end of the trail. A reduced or no capital gains tax is a powerful inducement.

State tax departments need to stop looking at independents as training grounds for their new agents. I have better things to do with my time than wet-nurse agents-in-training on a fishing expedition.

Second, open capital markets to the free agent. Capital, if available, is expensive for the individual businessperson. Bank loan officers do not or will not understand the difference between pre-tax and after-tax income. Finders access outrageous fees for equity capital.

Pink cites David Bowie's raising $55 million in 1997 collateralized by his song publishing and album royalties as an example of new financing opportunities available to free agents. For those of us who are not as successful David Bowie, this market place is closed. Democratic financial markets to finance startups, expansions and improvements are a necessity if the move to a free agent nation is to become a serious alternative to the bedrock of American work - the large corporation.

Lastly, social attitudes need to change. For a free agent nation to work concepts of the workday and workweek need to change. The free agent works when there is work. Vacations represent an opportunity cost.

Being a free agent is not an easy life, but one I will never leave.

Not much more than cheerleading.
Ok¡K.I am not a part of FAN (Free Agent Nation) ¡Kbut as someone who is interested in striking out on my own, this book did not offer much beyond cheerleading. What was said could have been told in far fewer pages. I expected more than just anecdotal research and feel good stories. At the end of every chapter is ¡§The Box¡¨ in which the author includes a summary ¡§The Crux¡¨, a paragraph called ¡§The Factoid, ¡§The Quote¡¨ and lastly ¡§The Word¡¨ which is just a way to get me to recall buzzwords and phrases I¡¦d rather forget, such as Thanksgiving Turkey Model, Free Agent Infrastructure, HOHO, FAN Bonds as well as others.

Many of the footnotes were based off newspapers and magazines, or sources listed in the text appear to be secondhand, or credit was somewhat misleading in the text. For example in Chapter 2 the author gives credit to ¡§Wells Fargo (Bank) study ¡K.¡¨ to give it more credibility but when you look in the footnotes it give the lead credit is given to the an advocacy organization the National Federation of Independent Business along with Wells Fargo. In reviewing their website the research is on NFIB¡¦s letterhead with Wells Fargo also supporting the publications. In his chapter, ¡§The New Time Clock¡¨ on page 105, the author lists studies by the Families and Work Institute and another by a NYU economist and a University of Pennsylvania colleague, but upon further review in the footnotes he lists the sources as a Los Angeles Times article and another in Business Week. The impression is given that he did not read or analyze the original research.

Without defining what a Free Agent is beyond an individual, temp, micro-business it was easy to make a leap and estimate 33 million free agents. If I am a stay at home spouse who sells a few things on eBay, or have a couple of garage sales every year; am I part of Free Agent Nation. I see many hardworking, entrepreneurial, networked free agents everyday, but not at Starbucks or Kinko¡¦s. Each morning as I pass the Home Depot near my house I see many free agents; not many have cell phones, buy high priced coffee, speak English, or have a car. It appears the huge market of what we call ¡§day laborers¡¨ here in California was not included in the author¡¦s FAN census or demographic statistics.

There were few good tips or ideas in the book about health insurance, taxes, and education but the opening dialog in Chapter 17, Putting the ¡¥I¡¦ in IPO: The Path Toward Free Agent Finance¡¨ was a bit laughable. The chapter begins with two different dialogs for a FAN business owner seeking a $50,000 loan from his local ¡§traditional¡¨ bank and another dialogue were the same business owner goes to a financial federation for Free Agent Electricians. Whereas the traditional bank turns him down the Federation of Free Agent Electricians proposes to float him a $50,000 bond. Although this is a fictional account the author does describe why it is impossible today due to regulatory restrictions, the credit risk involved in floating an unsecured bond, or the fixed and marketing costs of floating the bond. While Michael Milken did lend money to the ¡§shaky, or the sagging¡¨ as far as I know he only floated public traded bonds to public traded companies.

As the back cover endorsement by Tom Peters states ¡§Twenty ¡Vfive years from now we¡¦ll still be discussing this book¡¨, I only wish there was a better book out there to discuss. This book is one reason why I read few business books these days; rah, rah.

FAN is talking about me ... and us
I've worked as an employee for ten years (5 government, 5 corporate) and have had my own microbusiness for the last seventeen. This book tells it like it is. Now I know why I'm so addicted to personal technology - these are the modern-day equivalents of the tools of production that Marx wrote about. These are the tools of liberation.

I'm an amateur futurist keeping up with big-picture books on social trends since starting with Alvin Toffler's Future Shock in the late sixties to The Third Wave, Free Agent Nation and the Cluetrain Manifesto and many books in between. FAN is a very good book. As a microbusiness owner, it helps me understand myself and my situation better. It gives me LOTS of ideas and inspiration to take advantage of the opportunities that present themselves in this time of transition and economic challenge.

I started my business 17 years ago after reading a great book called Maverick Career-styles: The Way of the Ronin. The writing was on the wall even then - in the mid-eighties. I was willing to take a chance and strike out on my own after ten years of traditional employment because that book gave me a way of seeing that I might be more secure as a wiley and agile independent professional than I would be as a corporate drone in this new world we are living in. Dan Pink speaks my language! Well-written, entertaining and valuable read.

I just got this, and am looking forward to reading, but
I had to point something out. Prior to my current career, I was a freelance musican. Every freelancer I know has been living this book their whole careers.

One other reviewer described the point of one chapter as "teams of highly skilled specialists come together to produce a creative product only to disband until the next opportunity draws them again." This describes most concerts/performances/recording sessions ever done.

Being a Free Agent may be a growing idea in "traditional" business, but in the music biz it's been a way of life for generations. And it was part of why I stopped depending on it for a living. No matter how jazzed you are about your work, if you're spending most of your waking time handling all the minutia that lives around the periphery of the act of work itself, it can be all consuming, no matter how fulfilling.

Compared to being a freelancer, having a corporate gig for the past ten years has been a cake walk. Not having to handle payroll taxes, paying for health insurance, dental insurance, vision insurance, having paid vacation, having training paid for, working from home once in a while, not having to reinvent my work relationships every few weeks/months/years - those are all pluses for corporate work.

I know, the steady corporate job is going the way of the dinosour, and I accept that, but let's not forget all the things we got from them that we didn't have to deal directly with, but will now. For those who don't have "hustle" in their genes, it's going to be a tough go. ... Read more

Book Description

Follow the expert advice in this book--the fourth in The Ultimate Consultant Series--and you won't fall victim to the success plateau that undermines many consultants. If you feel that your work has become easier, it may be that you're not climbing "up" but rather moving laterally. And, sooner or later, your plateau will begin to erode and you'll find yourself on a decline. In How to Acquire Clients, Alan Weiss, internationally recognized consultant and author of the best-selling Million Dollar Consulting, shows you how to continue to move "up the mountain." ... Read more

Reviews (4)

Can Help You Acquire Clients Tomorrow
It has always seemed to me that when quite a few 5-star reviews are accompanied by a couple of one and two-star reviews, something is worth reading. I found this book to be exceptional in that it: addresses finding new targets of opportunity; discusses a variety of ways to get to the buyer; examines behavioral predispositions; provides sample objections and rebuttals; teaches how to deal with committees; and a great deal more. The 5-star reviews are based on this kind of pragmatic detail and the one-stars on clear resentment of Dr. Weiss's success, apparently. In any case, if you're trying to sell professional services, buy this book. The sections on how to provide value early in the sales process and a dozen new sources of business are worth it alone.

Buy "Million Dollar Consulting" Instead...
There is little to nothing new here that hasn't already been covered within Alan's incredible "Million Dollar Consulting." Based upon my very positive experience with "Million Dollar Consulting," I made a significant investment to purchase most of the titles within the "Ultimate Consulting" series of books. Unfortunately, with rare exception, each of these books is little more than an expanded excerpt from "Million Dollar Consulting." My advice? Buy, borrow, beg or steal a copy of Alan's incredible "Million Dollar Consulting." If you already own it, save the money that you would have otherwise spent on this or other books within the "Ultimate Consulting" series to invest elsewhere in your practice. Good luck.

Highly Recommended!
When it comes to the consulting business, Alan Weiss has been there, done that and probably consulted for the T-shirt company that sold you the T-shirt. So what does a consultant do when he's mastered the consulting business? Why, he becomes a consultant to consultants of course. Weiss has perfected his craft. His book takes you into the buyer's office, a rarified atmosphere where being too anxious to please can cost you business fast. Weiss has an instinctive understanding of the relationship between prospect and consultant, and an uncanny ability to communicate it. He makes you feel empowered to strike out and start your own seven-figure consultancy - except you'd be competing against the likes of Alan Weiss. We from getAbstract strongly recommend his book to both veteran consultants and neophytes.

Avoiding the Success Trap
Alan faces off against the number one consulting killer...success. How to Acquire Clients provides practical advice on all areas of a practice: stealing clients, negotiating, dealing with buyer barriers, committees, etc. The best aspect of the book for me is that none of the aspects are impossible to implement. You can buy the book today and immediately put the strategies into action. ... Read more

Book Description

The Ultimate Consultant--the first book in a series written for experienced practitioners--is filled with helpful interviews and vignettes from an array of successful consultants from around the world, and offers the templates, examples, information, and tools you need to transform your business.

This essential, hands-on resource includes:

Book Description

Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for -- the first in-depth, client-tested guide to developing lasting business relationships.

What separates extraordinary professionals from ordinary ones? Why are some professionals always drawn into their clients' inner circle of advisers, while others are employed on a one-shot basis and treated like vendors? Based on groundbreaking research, Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty.

Drawing on insights from extensive interviews with both leading CEOs and today's most prominent client advisers, Jagdish Sheth and Andrew Sobel debunk the conventional wisdom about professional success -- "find a specialty, do good work" -- as hopelessly inadequate in a world where clients have unlimited access to information and expertise. The authors replace these tired conventions with an innovative blueprint, supported by over one hundred case studies and examples drawn from consulting, financial services, law, technology, and other fields, for how you can evolve from an expert for hire -- a commodity -- to an extraordinary adviser. Riveting portraits of both exceptional contemporary professionals and legendary advisers such as Aristotle, Thomas More, Niccolò Machiavelli, and J. P. Morgan reveal how great client relationships are achieved in practice.

Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis -- big-picture thinking -- that is so highly valued by clients.

Acclaimed by leading management thinkers, Clients for Life clearly illustrates the most important attributes and strategies of extraordinary client advisers and shows how you can use them to enrich your own relationships. It provides sophisticated professionals with the tools and insights they need to reap the rewards of lifetime client loyalty. ... Read more

Reviews (11)

This book will transform your role with clients
This is one of the most fresh, insightful and frankly interesting business books I've read in a long time. It goes to the heart of how you add value with your clients, using highly original examples and frameworks that include some fascinating profiles of famous advisors like JP Morgan and David Ogilvy.I found the chapter on judgment ("An Eye for Winners") the clearest and most thought-provoking discussion of this subject I've ever come across; other chapters on trust, independence, big-picture thinking, and the pitfalls of client relationships were equally penetrating. This book is about much more than keeping clients--it really describes how to become a great contributor to any type of business relationship, whether with a client, a boss, or as a mentor to someone. This is a gem of insight that can help readers transform their role with clients.

An Important Issue with Insightful Guidance
In Clients for Life, the authors have succeeded brilliantly at a difficult task: defining the essence of long-term, value-added relationships and the characteristics of professionals who succeed in developing them. This is by far the best and most sophisticated book I have read on the subject of client relationships. It is genuinely insightful, beautifully written, and full of entertaining, relevant anecdotes about working with and advising clients. Sheth and Sobel organize the book around the key attributes of professionals who are able to become great advisors to their clients and develop lifetime relationships with them. They describe these qualities with depth and freshness, and their model rings true. Many people talk about "big picture thinking," for example, or "integrity," but the authors actually define these things in a meaningful way and clearly demonstrate how you can improve yourself. Each chapter profiles a famous historical advisor who was especially skilled at dealing with clients. Much of what I have read on client relationship management has tended to be either simplistic and focused on "techniques" or else overly academic. Clients for Life, in contrast, is a breezy read yet very rich and thoughtful in its approach-it'll make you think hard about your own personal and professional development. I highly recommend this book to anyone who manages clients or large customer relationships.

Delivers as advertised
I'm a personal/professional development coach and have put into practice the wisdom of this book, with gratifying results. What more can I say? Heavy on the theory and rationale, it helped me see that I was going in the right direction giving exceptional service and really welcoming clients into my life. Many tips on how to develop these relationships in language easy to understand. I give it 5 stars.

A consultants bible
I read this book as part of a course designed for professionals who want to consider consulting as a career. The book is very well written and provides the reader with a solid strategy for successful consulting. The theory is backed up with many examples of how people have become trusted advisors and as a result very sucessful with their clients. The book is an easy read and tactics presented are easy to implement.

CLIENTS/ CUSTOMERS - THE BACKBONE OF YOUR BUSINESS!
I have been a professional counsellor for over thirty years, both in business management and psychology, and the one constant that can always be depended upon is change. People change, times change, technology changes, and those who want to stay in the game and win, must be prepared to accept change, keep up with it, and run with it. "Clients for Life" is a well-documented, factual outlook at how to best serve the clients one has and how to hold on to them for however long it is feasible to do so. In my line of work, on the psychology side, there are no shortage of clients but some are short-term and continually change; others are long-term. Rather than become focused on the revenue that comes in each and every month, I found if one concentrates on the clients' needs and focuses on doing the best one possible can to fulfill that need, the revenue takes care of itself!

As the author quickly points out, not all existing clients/customers will last forever. Some die, some relocate, some will try the competition, and depending on the type of business, not everyone will continue to NEED your service or product on a regular basis. Most of the suggestions provided in this book are very general and apply to almost to any type of professional business; but in my opinion, other suggestions are targeted to more specific professions - it is not a one hundred percent, one-shoe-fits-all approach. For example in this province, doctors, psychologists, lawyers, accountants, etc. are prohibited by law from advertising their services, with the exception of business cards. In business management and training, however, one can freely advertise their services. Clients come through word-of-mouth and referrals from other professionals. Word-of-mouth goes a long way, and if existing clients are happy, they will indeed refer your services to others, who in turn will continue to refer your services. As a result, the client base continually escalates but, as this book indicates, a certain portion of your client base will definitely change.

In general, the book is well written and contains some sound and practical advice for developing trusting, professional realtionships. In any profession, one first must earn the respect and trust of the client before a win-win relationship can develop, and any information learned that will allow one to do that will be of great benefit down the road. ... Read more

Book Description

The Consultant's Big Book of Organization Development Tools provides consultants with tools, interventions, and activities they can use to solve individual, team, and organizational performance problems.

This book offers incredible value for the consultant looking to use structured interventions as a vital part of the consultation approach. Many of the tools consist of a simulation or other structured activity consultants can use with leaders in the client organization to address the soft issues in a nonthreatening way. And most include downloadable, customizable handouts that they can freely reproduce and use with clients.

Book Description

THE CONSULTANT'S GUIDE TO PROPOSAL WRITING

Third Edition

When clients make the decision to hire you, they are putting more than money on the line. They are also putting their company's future and its reputation in your hands. That's why your success depends on your ability to gain prospective clients' complete confidence, not only in the solutions you offer, but in you —your capabilities and character.

In this latest edition of his bestselling guide, Herman Holtz—the "Consultant's Consultant"—shows that the most effective means of doing this is with a strategic, well-written proposal. But that's only part of the picture. He also shows you why and how a winning proposal, when correctly used, is an indispensable tool for forging lasting relationships with clients and increasing income.

The first book devoted exclusively to this critical consulting skill, The Consultant's Guide to Proposal Writing takes you through all of the steps involved in researching, planning, designing, writing, and presenting winning proposals. Drawing upon nearly three decades of experience as a successful consultant to both government and Fortune 500 companies, Herman Holtz shares everything he knows about what clients really want to see in a proposal and how to give it to them. He also provides valuable tips on effective language and design, what information to include and what to leave out, how not to undersell or oversell yourself, and how to generate interest in additional and future services.

This Third Edition has been thoroughly updated to cover all of the important technological advances that have occurred since the last edition, as well as important new trends in the consulting markets themselves. You'll find a new chapter on how to market yourself in cyberspace via Web sites, e-mail, and other online resources, plus a new section on the latest in desktop publishing technology and how to make the most of it. This edition also features guidance for the growing numbers of consultants specializing in proposal writing, and for professional writers who would like to add proposal writing to the services they offer clients.

The Consultant's Guide to Proposal Writing, Third Edition gives you everything you need to know to simplify one of the most difficult consulting jobs—winning clients.

From America's foremost expert on consulting, a complete guide to developing winning proposals

A winning proposal is more than just a statement of proposed consulting services. An effective, well-crafted proposal is a valuable marketing tool that can:

• Win new clients
• Generate new business from established ones
• As much as double your income!

In this updated Third Edition of America's #1 consultant's guide to proposal writing, Herman Holtz —the "Consultant's Consultant" —tells you everything you need to know to research, design, write, present, and get the most out of winning proposals. He tells you what clients are really looking for in proposals and how to give it to them. And he shows you how to:

• Get the most out of the latest desktop publishing technology
• Market yourself via the Web, e-mail, and other online vehicles
• Find and tap key online research sources
• Discover the keys to creativity
• Avoid common errors in proposals
• Safeguard your proposal against piracy
• Solve the problem of page-limited proposals
• Develop cost, technical, presentation, and competitor strategies
• Sell to the government
• Make the bid vs. no-bid analysis and decision

Reviews (1)

The Consultant's Guide to Proposal Writing: How to Satisfy
Review for the Consultant's Guide to Proposal Writing: How to Satisfy Your Client And Double Your Income.

This particular book was rather helpful to me, for as a writer already, and knowing the pressures and demands (edits, edits, edits, and deadlines, deadlines, deadlines)besides pleasing the client and of course attract the attention of the desired reader---this book is a straightforward how-to on what you need to do inorder to meet and satisfy all the elements when writing a proposal.

The content and context are thorough and easy to understand and follow for someone experienced in proposal writing but also matter-of-fact enough for anyone desiring to dip into this specific field of writing. It also provides basic and general tips that apply to the nature and the art of writing in itself.

All in all this guide was as it's title suggests a how-to/reference for problem solving in proposal writing. I would suggest this to anyone that is interested in writing, and who does not want to restrict themselves to specific genres of writing, and want to make money in other lucrative sectors of the writing market as proposal writing. ... Read more

Book Description

Men and women from all walks of life with all manner of experience and expectations have reasons for becoming independent consultants. Some are leveraging their knowledge to help their clients, and others are simply tired of working for someone else. Still others are looking for a way to make some extra money. The new model for modern-day business calls for skilled workers who can be brought into an organization on short notice, fix a problem, and then move on to another organization in need.

Consulting For Dummies hits home with both new and experienced consultants, and consultants-to-be. New consultants and aspiring consultants can find everything that they need to know to be successful and as widely sought as their wildest imaginings. Experienced consultants can enjoy reason to shift their perspectives and take a fresh look at their philosophies and techniques – what’s working for them and what’s not. Whether you're a novice or a practiced professional, this indispensable guide can help you

• Figure out the value you can bring to clients
• Promote your skills and services
• Put together proposals that yield results and returns
• Build productive relationships with your customers
• Do the kind of job that makes it easy to ask for testimonials and referrals

To be a successful consultant, you have to develop a variety of key skills. Consulting For Dummies walks you through ways to build a thriving consultant practice, including the business of

• Making the most of your research and reporting time
• Communicating confidently and completely via different media
• Negotiating and drafting contracts
• Holding client meetings and giving presentations
• Billing for your services and paying your bills
• Using the latest technology to your advantage

Consultants – especially ones who are just learning the ropes – are often at a loss as to what they need to do and when they need to do it. Featuring advice gathered from interviews with consultants in various fields and areas of expertise, Consulting For Dummies is your trusted friend in the business of being in business for yourself. ... Read more

Reviews (15)

Good for starters, but states the obvious
I bought this book because I was planning on going into consulting and read many good reviews only to be disappointed. I agree with fsb102 in that it states the obvious, things that common sense will tell you. For example: be organized, referrals are key, have prepared letters, be professional. Even what to include in the letters is basic.

However, I do see how this can help someone completely new to business or consulting, especially someone that hasn't gone to college. It gives a basic understanding of what consulting is about.

Consulting for Dummies review
I read "Consulting for Dummies", by Bob Nelson and Peter Economy, cc1997 Book Worldwide, Inc. This is definitely an introduction to consulting book. I found that it was easy to read, as well as enjoyable. I would like to cover the authors' credentials, the book itself, and what I found most valuable about the book. To begin with, Bob Nelson of Nelson Motivation, Inc. has published 17 different business and management books. He has a master's degree in business administration and has been in the forefront of the media, regarding business and marketing. His co-author Peter Economy is currently a freelance business writer and a business consultant. He has published two other books, including, "Managing for Dummies", and has published other written articles as well. He has over 15 years of management experience and is currently pursing his MBA. Together these tow authors create a book that can be read and comprehended by anyone. If you're planning to enter the consulting arena I would recommend this be the first book you acquire. The book begins by seeing if an individual is cut out to be a consultant. Once it is decided that being a consultant is for you, then you can move on to anyone of the books 28 chapters. The highlights include the following. Why consult, what consultants do, choosing the right route and making the transition to consulting are what comprise the first section of the book. These items are very useful in showing the reader the path to success. This first part will find out what you are good at, and how to expound upon that. The second phase of the book walks you through the consulting process. This includes defining the problem, what kinds of data are available and what to do with it. It also covers problem solving and developing and making recommendations. This is the heart of the book! The authors do a fantastic job of laying out the material and breaking it down in layman terms. Part three of the book is what I would call the lungs of the book, not as important as the heart, but still vitally to overall success. This part includes things like image, communication, how to do successful reports and how to make technology work to your benefit. This will help guide you once you have the basics. Once you have read, and reread the first three parts, then you can move on to setting up and marketing your consulting business. These two areas are covered quite extensively. This is where you will learn how to generate and sustain business, set up your fees and build your business, also this part will show you how to negotiate a contract as well. The last part of the book is called the "part of tens". This is several chapters with ten ideas in each, for example, ten tips for negotiating a great contract, or the ten biggest mistakes a consultant can make.While all of these book was worth reading several ideas were the most important for my needs. I thoroughly enjoyed the chapter on whether or not to have a home based office or not. It was something I had considered but I didn't see the cons before reading this chapter. While I am still planning to work at home, I am aware of some pitfalls to avoid. I also enjoyed the chapter on tracking time and money. The book even gave me an activity log that I plan to incorporate into my daily practice. I enjoyed the set up of this book. While this may seem a minute point, to me it is not. The layout, with the table of contents helped me find everything I needed without a lot of wasted time. I also loved the fact that the authors used several different icons to denote things that were extra important, or pitfalls to avoid. This book, written by very knowledgeable authors contains quite a bit of information. I pointed out some parts that were helpful for me. While everyone's' needs of this book maybe be different, I firmly believe everyone needs this book.

What else did you expect?
I've run into some rather useful book in the series "For Dummies" but this book almost does honor to its name! And, honestly, what could you expect from Bob Nelson, the author of the "1001 Ways..." series of books? This book is not terrible, actually, but it really doesn't go into much depth. There are better titles to assist you in your pursuit of a self-employed career in consulting (just a simple search of the term "consulting" in Amazon will list a host of them), if you want to go beyond a casual reading sitting at a Barnes and Noble or Border's store, which is what I did with this title, to draw the conclusion that I now share with you. Beginning consultants of the world: consult elsewhere is my piece of advice!

Not a Bad Place to Start ...
As an experienced consultant, I was surprised to find the amount of useful information in this book that I did. As a "...For Dummies" book, I expected that the information would be too basic for anyone with any real experience. Certainly, the book is geared toward beginners; however, I felt that the initial client interview checklist, suggestions for creating an implemenation plan, post-implementation impact study, and information on interim and final reports were really solid (although they could/should all be addressed in more detail). My one real complaint about this book is the lack of any meaningful discussion on proposals. All professionals new to consulting should know that proposals are an important marketing tool. Sure, there are a lot of consultants who avoid writing them, but the purpose of the proposal is not only to market the current project but A CHAIN OF PROJECTS. Proposals don't have to be overly complex. In fact, 65-85% of the material can be standard boilerplate. However, when you are long gone and your presentation is all but forgotten, your proposal and final reports will likely still be around. Believe me, the proposal is a powerful marketing device (if done correctly). Unfortunately, this book provides zero insight into how to craft a winning proposal. Otherwise, this is a good little guide for new consultants. However, two far better choices would be Alan Weiss' "Million Dollar Consulting" and/or his "Getting Started in Consulting." Overall grade: B/B+

Sub-par Overstatements of the Obvious
I purchased this book thinking it would be a great overview of the consulting profession and a how-to for private consulting. What I ended up reading was bland summarizations of overly obvious facts--very few chapters in this book don't rehash past topics. My recommendation to any would-be buyer is this: if you have a college education, especially in business, spend your money elsewhere. (Same goes for those who possess above average logic) Otherwise, this book might be sufficient for you. ... Read more

Reviews (7)

The Greatest Customer Service Related Book...Ever
This is simply the greatest book ever on how to treat customers the way they should be treated, how to handle potential problems, and how to capitalize on it all. In the future, I will be sure to use the practical, no-nonsense advice given by Michael LeBoeuf. His business management and customer service related masterpieces should make up any part of a manager or sales analyst/manager's business bookshelf. His books are not only helpful to those with their own business or those involved with sales or managing a business, but are important for use in everyday life and how to treat people. The popular mantra associated with this book is simple, yet profound: "What gets rewarded, gets done".

Small Busines Owners Manual
This is an absolute must read for all small busines owners. I've had my own small manufacturing business for 19 years and I can assure you - THERE IS SO MUCH TRUTH IN THESE PAGES THAT YOU IGNORE IT AT YOUR OWN PERIL. Plus, Michael Leboeuf is a excellent writer. Buy it!

Every small business owner should read this book!
One of the deadliest mistakes in small business (even worse in large corporations) is to ignore your "back end" sales. By "back end" I mean additional (larger) sales made to your customers.

The only way to continue to market to your customer base is if they are happy with you. Dr. Michael LeBoeuf has spelled out a plan for turning "satisfied" customers (those quiet customers who never complain) into "loyal" customers (those customers who are hyper-responsive to your offers).

I especially enjoyed the startling statistics in the "Something to Think About" section. It points out in a dramatic fashion just how much money dissatisfied customers can be costing your business and how hard it is to detect unhappy customers.

I give this book my highest recommendation...especially to small business owners.

How to win customes and keep them for life
This book has allot of good practical information that you can use right away.

The "benchmark" in Customer Service.
I initially read this book almost ten years ago, I was impressed then. I have read many books since and reread the book a few days ago. I'm even more impressed now. It is the "benchmark" in customer service. An honest, logical, and reasonable approach to customer service. Follow the suggestions, you and your customers will benefit. I e-mailed the author with a question and guess what. I got an answer within HOURS. Finally a guy that "walks his talk". ... Read more

Amazon.com

The consulting profession has become one of the fastest-growing industries in the '90s, and observers expect that both the demand for such services and the avocation's undeniable allure will continue to draw people into the profession. However, management consultant Elaine Biech believes that most newcomers are completely unprepared for the operational realities they encounter. So after two decades of mastering the accounting, marketing, and managing skills necessary to succeed as a consultant, she has organized them into one helpful volume called The Business of Consulting: The Basics and Beyond. Biech considers all phases of a typical consulting business, from start-up and attracting new business to subcontracting and balancing personal and professional responsibilities. An accompanying disk includes various documents and worksheets described in the text. --Howard Rothman ... Read more

Reviews (48)

Insightful, user friendly, relevant, great layout.
The Business of Consulting effectively addresses the host of questions that need to be asked and answered before taking the huge step of leaving your current, stable, dependable position and going out on your own. The book is extremely well written and organized. It reads easily, in large part because of the first person usage. It's a very enjoyable and useful book.

The Business of Biech
The Business of Consulting: The Basics and Beyond, by Elaine Biech truly deals with what the title suggests, the business end of consulting. Throughout her book, Ms. Biech reiterates that "Staying in business is less dependent on how good a consultant you are than on how well you run your business" (p. 201). Biech backs up her emphasis on running a business successfully by offering a number of exhibits in the form of worksheets, questionnaires, self-evaluations and developing a business plan. Her exhibits contain information from tracking expenses, to tracking time. In every topic covering the business end of consulting Biech is very thorough. For example, in the marketing section of her book, she tells readers what to put in mailings in order to get attention. Her idea is to make all mailings aimed at getting business "lumpy envelopes" by enclosing objects such as holiday symbols. This has created a trademark for ebb associates, Biech's consulting business. She is also very in-depth in her discussion on how to figure out your rates as a consultant. Although the majority of the book is aimed toward the business aspect of consulting, the author does discuss how to decide if consulting is a good profession for you or not. She is very up front in informing the reader what it takes to get into the business. In this section she offers self-evaluation exhibits for those considering consulting as a career. Biech is quick to dispel myths about consulting and tell the reader what he or she can actually expect. She believes that, although the best reason to become a consultant is because you want to, it is important to evaluate your strengths and weaknesses in regard to the profession. For this purpose she provides the reader with a variety of worksheets. Biech repeats her emphasis on self-evaluation at the end of her book by describing, in detail, a week in the life of a consultant. In this chapter she is very honest about the time her business takes and the need to juggle her schedule. Saturday phone calls, canceling social engagements and putting off personal projects are all possibilities in a consultant's life, according to Biech. Not only does Biech offer questionnaires and worksheets; she also gives multiple examples of introductory letters, proposals and contracts. Introductory letters are a marketing strategy of ebb associates that show research has been done on the company before it was contacted. It is important, in Biech's eyes, to focus on the recipient of the letter in the first paragraph by telling him or her what is known about the business, such as its recent expansions, growth records or business reputation. This is a way of building the client up before suggesting a service the consultant might provide. Perhaps the thing that differentiates Biech's book from other consulting books is the variety and number of exhibits offered. Every form imaginable is available not only in the book, but on a disk enclosed with the purchase of The Business of Consulting. Session planners, billing, start-up expenses, budget format, cash-flow projection, financial statements, marketing plans and subcontractor agreements are just a few of the exhibits offered. In total, there are fifty exhibits on the disk, which can be printed for use by anyone starting their own consulting business. Because of all the personality evaluations and commitment questionnaires provided in Biech's book, I believe it would make an excellent read for anyone considering becoming a consultant. Its format would also make it an excellent textbook for classes on consulting. The emphasis on running a business might be a salvation to those caught in the mire of an unorganized firm, as well as a complete guide to those venturing into self-employment for the first time. As Peter Block, the author of Flawless Consulting states, The Business of Consulting is "practical, compassionate, and a good alternative to an MBA."

Very light on content
This disappointing book skirts the issue of consulting and instead uses generic advice about building any business. It consists of laundry lists, not usable advice. Bottom line: This will not help anyone build a consulting business.

An Excellent Read!
One of the difficulties of independent consulting is the loss of colleagues to "bounce ideas with." Elaine's book helps to fill that gap! It's extremely easy to read, full of information, very practical, and well-organized! Elaine talks about lifestyle changes as well as business considerations-the complete guide for a new or an experienced consultant!

It's a waste of money even for beginner
Sure this book is only for beginner or outsider of Cosulting business. But then, for the price of this book, I would rather buy a much cheaper book but with more useful information and ideas - such as Consulting for Dummies. The book is full of motherhood statements and it is more liked written by a grand mom and she called herself consultant; But come on, Consulting is a highly skillful business that require structural, systematic yet creative thinking. Overall, I think this book is a waste of money for experienced consultant. While for beginner, the reader will risk the wrong impression that it's this easy to win a consulting work - highly unlikely in a complex and competative world. ... Read more

Book Description

"Teams that embrace bold goals and breakthrough strategies can accomplish remarkable results. This book will be invaluable to anyone embarking on that path."
– Bart Butzer
Executive Vice President, Target Corporation

"Yellow’s continued industry leadership will result in large part from embracing Bill Davidson’s philosophy and approach."
– Bill Zollars
CEO, Yellow Corporation

"Strategic change is a high-risk, high-returnproposition. Davidson’s framework provides a sure, firm foundation for success."
– Roger MacFarlane
CEO, UTi Worldwide

"This is a serious piece of work which should be required reading for all business leaders. If you plan on remaining or becoming number one in your industry, have your top management team read this right away."
– Bob Herson
CEO, Executive Focus International, Inc.

"I could not put it down–stunning insights into corporate strategy and tactics."
– Randall Lunn
General Partner, Palomar Ventures ... Read more

Reviews (4)

Breakthrough
Breakthrough is an outstanding book. Davidson gives first-hand experiences with numerous successful breakthrough companies and synthesizes practical principles on how to craft and achieve the "Outrageous Objectives" of your company's next success cycle. I disagree with the reader below. While Good to Great is also an excellent book, Breakthrough provides deeper insights into the essential ingredients of breakthrough and gives more valuable, real world examples to illustrate them.

Breakthrough
This book contains an extraordinary amount of very valuable material in a short and readable format. There are several new ideas in here that capture critical emerging trends in management. The idea of enterprise strategy, and the leadership model that goes with it, is a key, contrarian take on what works in the world of business. The depth of research underlying the
book gives great weight to what might otherwise be dismissed because it challenges our prevailing assumptions. There are many

powerful examples descibed in detail, and the author brings you inside a number of fascinating organizations, with a close-up, real-time view of leaders in action. There are also two very useful frameworks - one for strategy formulation includes some new thinking on the difference between segments, niches and mainstsream markets that sheds new light on strategic positioning. The author summarizes the experience of dozens of successful breakthrough companies in an AIM, Ready, Fire framework that captures their best practices. The final chapter on leadership also gives new thoughts on what it takes to lead a breakthrough company.

Ho-hum stuff
I disagree with the reader below who says it's the next Good to Great, one of the all-time best business books (my copy is totally dog eared, and I loan it out all the time). I didn't find anything new in this book, and I worked at two of the companies the author "studied" in his research. I say there's no need for a new Good to Great (it's timeless, in my opinion) and certainly no need for an also-ran like this one.

The Next "Good to Great"
Former Dartmouth and USC Business professor Bill Davidson has written a fascinating and lively book about businesses that reach that elusive next level of success.
Based on a 10-year study of more than 30 "breakthrough" companies, Davidson shows how remarkable companies prosper buy setting bold, outrageous "breakthrough" strategies and go after them with a vengeance and singular passion.
A great book - a blueprint for the next 10 years of business. ... Read more

Book Description

Praise for MCKINSEY’S MARVIN BOWER

"I had the privilege of working closely with Marvin and McKinsey for many years.This book makes Marvin come to life and perpetuates him as a role model."
–Peter F. Drucker

"A wonderful book about a wonderful man. In many ways, Marvin’s McKinsey framed the hypotheses in our own search for excellence–for example, passion for values, belief in people as the prime resource, and willingness to let people experiment. As well as I thought I knew Marvin, however, this remarkable book, drawing on the collective memories of those who worked most closely with him, taught me a ton about how extraordinary the man really was and what made him that way. Many have called Drucker the man who invented management; I think history will conclude that both he and Marvin Bower share that pedestal."
–Bob Waterman
coauthor of In Search of Excellence

"Marvin Bower became a legend, not just within McKinsey & Company, but within professional services and the business world more broadly. In everything he did and said, he embodied the professional approach and the importance of values. This book sheds remarkable insight on a remarkable man and on the power of constancy of purpose."
–Ian Davis
Worldwide Managing Director, McKinsey & Co.

"It is as Marvin would have wanted it–simple, honest, fact-based, wonderful stories, with a long term perspective. An insightful read about the father of management consulting."
–Lois Juliber
COO, Colgate Palmolive

"This book provides fascinating insight into the early days of modern management consulting. It is an extremely enlightening look at the origin of one of America’s most important professions and one of America’s most innovative leaders."
–Thomas H. Lee ... Read more

Reviews (6)

Inspirational
This book documents one of the most successful and influential individuals in the business world. Full of case studies and examples, there are lessons here that apply to any business at any size.

Must Read
Having spent the past 20 years in consulting, I've read alot of business books and always buy a new book with the expressed purpose of learning something new. McKinsey's Marvin Bower did not disappoint. Although I bought it to read about Marvin Bower, the myth, I learned much more about Marvin Bower the man and his impact on principles I had been practicing throughout my career, and without knowing why. This book provides the fundamental lessons on how to do it right -- from creating values that guide an organization to placing customer and client interests first. To me, McKinsey was a side bar, the real story is about Marvin Bower and his impact on 20th century business. As such, it's a must read for everyone and anyone interested in "getting it right" regardless of their profession.

Mediocrity
In short a decent biographical sketch of Bower's development and leadership experiences, however the whole point of the book has been underminde by "The Firm's" recent involvement in various scandals. It focuses too heavily on 'integrity', which can no longer be harped on in the same sentence with McKinsey due to SwissAir, Enron, etc.

All in all, a heavily biased book that provides minimal objective value add. There are MUCH better leadership books out there...Good to Great, etc.

A must read!
A compelling portrait of a leader who seemed to find just the right combination for success - creating value for clients, unwavering integrity, leading from the front, selflessness in the interest of the business' sustainability, consistency of vision and personal actions and continuous communication with and interest in his people. Bower's vision, values and approach shaped a generation of successful leaders.

This book l