Getting Started in Consulting, 4th Edition

Index

• Ability, and passion, 162
• Abundance mentality, 134–135
• Academic brands, 149–150
• Academy of Firenze, 161
• Accelerant curve, 33–37, 130
• Acceptance (proposal component), 104–105, 185
• Accessible, being, 137
• Accountabilities (proposal component), 102–103, 184
• Acquisition, in collaborations, 128–129
• Active listening, 82
• Address labels, 12
• Advertising, targeted, 22
• Advice, giving, 84
• Advisory work, 153–157
• Affection, respect vs., 154–155
• Alanisms:
  • on acting quickly, 108
  • on aggressive marketing, 23
  • on being an expert, 2
  • on being a peer, 77
  • on being comfortable in your workspace, 9
  • on branding, 150
  • on charging in time units, 118
  • on closing business, 114
  • on commiserating, 7
  • on decreasing labor, 121
  • on developing your marketing plan, 34
  • on discretionary time, 134
  • on emotional factor in sales, 44
  • on first impressions, 81
  • on follow-up actions, 30
  • on his fee basis, 117
  • on increasing fees, 127
  • on intellectual property, 141
  • on intellectual property (IP), 141
  • on marketing abroad, 146
  • on metrics, 162
  • on noneconomic buyers, 70
  • on options for buyers, 101
  • on pouring concrete, 94
  • on preparing for your future, 15
  • on profiting from sales, 108
  • on public speaking, 40
  • on real wealth, 46
  • on retainers, 155
  • on role of consultant, 50
  • on self-employment, 136
  • on setting yourself apart, 90
  • on small talk, 87
  • on social media, 59
  • on technology, 63
  • on thought leadership, 160
  • on trusted advisors, 129
  • on value of time, 135
  • on web designers, 54
  • on wholesale vs. retail prospects, 44
• Alexa (Amazon), 10
• “Alive” ...