Million Dollar Consulting: the Professional's Guide to Growing a Practice
by Alan Weiss
The oxygen mask rule: You put your own mask on first before attempting to help others. The same principle applies in consulting and in any career: You have to help yourself before you can truly help others. Expertise: Great consultants teach others how to do what they do and do not create codependencies. Counterintuitively, the more intellectual property you transfer, the more the client will value you.
The oxygen mask rule: You put your own mask on first before attempting to help others. The same principle applies in consulting and in any career: You have to help yourself before you can truly help others.
Expertise: Great consultants teach others how to do what they do and do not create codependencies. Counterintuitively, the more intellectual property you transfer, the more the client will value you.
To begin, state your value proposition. This is a brief statement of how the buyer is improved after you leave, hence, it is always a business outcome or result, never an input or deliverable.
Your ideal buyer is that economic buyer who can spend money for your value proposition, and who would probably find it at least attractive and possibly critical.
Of all of these (and other) gravity factors, referrals, networking, and speaking have the best potential for short-term business and fairly rapid cash.
"The oxygen mask rule: You put your own mask on first before attempting to help others. The same principle applies in consulting and in any career: You have to help yourself before you can truly help others."
"Expertise: Great consultants teach others how to do what they do and do not create codependencies. Counterintuitively, the more intellectual property you transfer, the more the client will value you."
"To begin, state your value proposition. This is a brief statement of how the buyer is improved after you leave, hence, it is always a business outcome or result, never an input or deliverable."
"Your ideal buyer is that economic buyer who can spend money for your value proposition, and who would probably find it at least attractive and possibly critical."
"Of all of these (and other) gravity factors, referrals, networking, and speaking have the best potential for short-term business and fairly rapid cash."
"An economic buyer is a person who has the ability to write a check (have a check issued) for your value without the approval of anyone else."
"Consultant: An expert in one or more identified areas who partners with a client to improve the client’s condition."
- →Expertise: Great consultants teach others how to do what they do and do not create codependencies. Counterintuitively, the more intellectual property you transfer, the more the client will value you.
- →To begin, state your value proposition. This is a brief statement of how the buyer is improved after you leave, hence, it is always a business outcome or result, never an input or deliverable.
- →Your ideal buyer is that economic buyer who can spend money for your value proposition, and who would probably find it at least attractive and possibly critical.
- →An economic buyer is a person who has the ability to write a check (have a check issued) for your value without the approval of anyone else.
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