Get This Book
I scan a lot of books to find out if anything in them might be useful to you. Most of them are library books, and after scanning, the measure of how useful a book will be to you is the number of bookmarks I've placed in it.
“Million Dollar Consulting”, by Alan Weiss scored highest of any book that I can remember.
He realizes that the vital skill of successful consultants is their marketing ability, telling them “You're not in the consulting business, you're in the marketing business.”
“Too many consultants fall in love with their methodology. Success in this business is in the marketing, not in the depth of consulting expertise. I know that this is heresy to many of you, but all the non-marketing gurus are working for somebody else, and merely earning a paycheck.”
I was pleasantly surprised at how much of this book applies to our business---it's full of useful information such as:
* 10 Business Conditions That Cry Out for Abandonment,
* A Surefire Strategy for Growing Your Firm,
* 10 Ways to Develop Breakthrough Relationships,
* The Tentacles of Networking,
* The 9 Components of a Dynamic Proposal,
* Avoiding Down Times: The Five “Up-Time” Rules,
* Thinking of the Fourth Sale First,
“There is no external force that will compel you to change the way you secure, and deliver business. You must have a constant urge to examine the status quo and find out how it can be improved. You grow based on exploiting strength, not acclimating to weaknesses.”
Borrow, or buy “Million Dollar Consulting”. It's a keeper!