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Getting Started in Consulting, 4th Edition

April 2019

Beginner

224 pages

4h 18m

English

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Note
The Notion of ValueSupport SystemsBasic NecessitiesHitting the Ground RunningNotes
The Concept of Marketing GravityCalling Everyone You KnowMaking Money by Working for Free (Pro Bono)Networking Is a Process, Not an EventNotes
Creating an Accelerant CurveMoney TalksWholesale and RetailPassive IncomeNotes
The Greatest Technology MythsThe Role of a Website Might Surprise YouSocial Media Platforms Are Often TiltedRemaining Cutting Edge without Hurting YourselfNotes
Saint Paul Was the First Virtual MarketerHR Stands for “Hardly Relevant”Charging Past GatekeepersThe PeerageNote

Establishing TrustFinding Issues and Dynamic CaptureGaining Conceptual AgreementPouring Concrete
How to Write a Proposal That’s Accepted Every TimeWhy Buyers Go DarkYou’re Actually Closing Three Sales; Don’t Lose TwoThe Virtual HandshakeNotes
How to Establish Value-Based FeesFee FormulasFifty Factors to ConsiderOther Fee ConsiderationsNotes
Fastening the Watertight DoorsWhy You Don’t Need a Staff and How to Find ResourcesPassive Income AlternativesWorking GloballyNotes
Building Your BrandMoving to Advisory (Vault) WorkIntellectual Property and Thought LeadershipThe Essence of a CareerNotes
Qualifying the ProspectFinding the Economic BuyerRebutting ObjectionsEstablishing ObjectivesEstablishing MetricsAssessing ValueDetermining the Budget RangePreventing Unforeseen ObstaclesIncreasing the Size of the SaleGoing for the CloseThe Most Vital QuestionQuestion
SituationObjectivesMeasures of SuccessValueMethod and OptionsTimingJoint AccountabilitiesTerms and ConditionsAcceptance
Alan Weiss: Biographical Sketch

Alan Weiss

Elaine Biech

Bill Pasmore

Alan Weiss

ISBN: 9781119542155Purchase book