Getting Started in Consulting, 4th Edition

Introduction to the Fourth Edition

I wrote the original version of this book in 2000; the prior edition (the third) was written almost 10 years ago. In these ensuing years we’ve seen 3-D printing, the retirement of the 747 jumbo jet, Donald Trump elected president against all predictions, Global Entry speeding the immigration process, strategies formerly taking six months to formulate and covering five years obsolete, the iPhone X, Tesla, kale as a routine food offering, the admonition that health-care workers must wash their hands to prevent the spread of illness, a huge recession and an unprecedented economic recovery, and the New England Patriots playing in three more Super Bowls and winning two of them.

Consulting remains a very hot profession because huge organizations continue to reduce residual talent in favor of mission-critical specialists and automation, and small businesses are seeking more help than ever (and they are the largest producers of net new jobs in most of the world, since large companies tend only to reduce or replace the workforce). There is little barrier to entry in solo consulting,¹ which is both a blessing and a curse.

The intent herein is to enable you to hit the ground running under contemporary conditions. I’ll assume you’re either brand new to the profession or in the early stages of your launch, though the lessons included constitute a strong review for even veteran consultants. You can look up certain aspects of the business (for example, office ...