Million Dollar Consulting: The Professional’s Guide to Growing a Practice, Fifth Edition
IN 1990 I wrote a proposal for what would have been my fourth book, entitled Confessions of a Consultant. The premise was to alert corporate executives about what was going wrong unbeknownst to them, and what combination of internal and external resources was needed to become more effective. After all, I was an organization development consultant, working with Fortune 1000 firms.
That book idea was rejected by 15 publishers. Then one day my agent called on my brand-new car phone, hardwired to the dashboard, and said, “I’m at McGraw-Hill.” I was ecstatic—he was at one of the premier publishers on the planet. “They like the book idea?” I shouted.
“No, they hate it.”
“Jeff,” I said, “do you know what this call is costing me?”
“They want to know,” he said calmly, “if you can write a book about how you can make seven figures a year as a solo consultant.”
“I can do that in six minutes,” I said.
“I’m going to tell them six months,” he replied, “I’ll get back to you later. I’ll call you at your office—this connection is awful!”
And there you have the beginning of what is today a global franchise that changed my life to one of helping entrepreneurs and experts to build their businesses, improve their self-worth, and live the lives to which they aspire. You are reading the fifth edition of the book and, more important to me, its twenty-fifth anniversary edition. I’ve written 60 books that appear in 12 languages, more books on consulting than anyone, ever, and this book remains my bestseller by a wide margin.
Some of you are rereading it, and some of you are joining me for the first time. I’ve rewritten almost all of it from scratch, meaning I haven’t used past files to abridge and modify but wrote it entirely “from my head onto the screen” with no notes. You will find prior material presented differently and new material never presented before.
This profession has provided me—and many I’ve coached—with a fabulous life. You can accommodate new technologies, globalization, shifts in mores, changing demographics, and new discoveries. You can do all of that if you create and sustain a high level of self-worth. We are not “selling” services, not “taking” money. We are offering value and generating equitable compensation as a result of a huge return on investment for the buyer.
I’ve found that the most fundamental success factor is one’s mindset. As you read on, I’m hoping that I can influence your mindset to appreciate your own value and act in a manner commensurate with it. After that, it’s up to you.
What Is a Consultant, Anyway? Is It Someone Who Comes to Study a Problem and Remains to Become a Part of It?
Build It and They Will Come: But Only if You Let Them Know That You’ve Built It!
The Yin and Yang of Clients and Prospects
The Relationship Business: Learning How to Sell Yourself
How to Maximize Fees: Money Left on the Table Isn’t There in the Morning
Proposals: Never Negotiation, Always Summation
The Concept of Value
The Estimable Consultant: How to Build Your Practice by Building Your Esteem
The Cyberspace Consultant: Houston, Let’s Not Have a Problem
Delivering the Goods: Taking the Express Lane
Thought Leadership: It’s Fine to Stand Out in a Crowd So Long as You Look Good Standing There
The Ethical Consultant: How to Do Well by Doing Right
The Global Community: The World Is Next Door
Designing Your Own Future: Taking Control of Your Fate
Creating a Company: But What Kind?
Leverage: More Output for Less Input
Creating and Sustaining Your Endeavor: Cathedrals Last for Hundreds of Years
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