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More About This Title Getting Started in Consulting, Fourth Edition
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ALAN WEISS is a consultant, speaker, and bestselling author. His consulting firm, Summit Consulting Group, Inc., has attracted clients such as Mercedes-Benz, Merck, The New York Times, and over 500 other leading organizations. His speaking typically includes 30 keynotes a year at major conferences.
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Introduction
1. Your mindset will determine your success
The notion of value
Support systems
Basic necessities
Hitting the ground running
2. Barging into the business
The concept of marketing gravity
Calling everyone you know
Making money by working for free
Networking is a process, not an event
3. Becoming a marketer
Creating an Accelerant Curve
Money talks
Wholesale and retail
Passive income
4. Technology for the next nine seconds
The greatest technology myths
The role of a web site might surprise you
Social media platforms are often tilted
Remaining cutting edge without hurting yourself
5. Finding the economic buyer
St. Paul was the first virtual marketer
Charging past gatekeepers
Why “HR” means “hardly relevant
Read, see, hear, feel
6. In the buyer’s office
Establishing trust
Finding issues and “dynamic capture”
Gaining conceptual agreement
Pouring concrete
7. Closing the sale
How to write a proposal that’s accepted every time
Why buyers “go dark”
You’re actually closing three sales, don’t lose two
The virtual handshake
8. Paying the mortgage
How to establish value-based fees
Fee formulas
50 factors to consider
Other fee considerations
9. Moving on up
Fastening the watertight doors
Why you don’t need a staff and how to find resources
Advanced passive income alternatives
Working globally
10. Living the dream
Building your brand
Moving to advisory (vault) work
Intellectual property and thought leadership
The essence of a career
Appendix A: 101 Questions for Any Sales Situation You’ll Ever Face
Appendix B: Suggested Reading in the Field
Appendix C: Sample Proposal
Appendix D: Sample Long Biographical Sketch
Appendix E: Sample Short Biographical Sketch
Appendix F: Further Resources
Index
