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Million Dollar Launch: How to Kick-start a Successful Consulting Practice in 90 Days by Alan Weiss

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7

DIVERSIFYING YOUR APPROACHES

There are two primary methods to obtain business: you find it or it finds you. In the latter case, credibility and fees are rarely an issue, so it is the preferred route. It’s also easier to fish with a net than a rod and reel in terms of the volume of the catch. We’ll examine some approaches that, even this early in the launch of your business, can create huge potential and leverage.

THE MILLION DOLLAR CONSULTING® ACCELERANT CURVE

Those ideal buyers have to be lured somewhere and by something. So I’ve developed the Accelerant Curve, as illustrated on the next page.

As you can see, increasing trust and a growing brand drive people from competitive and low-cost (or even free) interactions toward distinctive and very ...

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