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Rating: 
Summary: Excellent. Relationship selling and value pricing.
Review: I guess the book can be summarised as having one underlying strategy of becoming a million dollar consultant, with many tactics in order to get there. Relationship selling is one tactic that is explained in depth because it is so different to the way most people sell. Value pricing is the other main tactic in obtaining this status. This books touches on so many aspects of consulting it is difficult to summarise everything. If you want to know how to start a new consulting business, how to set up an office, what equipment you should buy, how to market yourself, which groups you should join, how to work with and recruit sub-contractors, how to allocated project revenue between sub-contractors, planning, down to some ethical decisions, the book covers them all. If you want to become a well known speaker, writer or well know industry expert, this book discusses the tactics to get there. The one thing this book does not do, is tell you it is easy. To achieve these goals, takes dedication and persistence even during the tough times. What do you do when you are down to your last few dollars? Sell the furniture? No, there are even tactics to deal with this situation. I would recommend this book to all consultants and sales people. The consultants will get the most out of the book, and the sales people will learn a lot about relationship selling that is sadly lacking in most of the sales people I know.
Rating:
Summary: Excellent
Review: I picked this book up by a referral from my uncle and I thought it would pretty good. In fact, it was sheer excellence all across the board. Alan Weiss does an outstanding job of showing how to actually build a living, breathing, growing business that exceeds upwards of $1,000,000 in sales a year. I've learned quite a few techniques from this book, like learning to charge more for my services instead of trying to compete with the bottom 15% of the market where there is no growth. All in all, great book and I recommend it to anybody looking to start or grow your consulting practice!
Rating:
Summary: A Million Dollar book!
Review: My income keeps increasing by the day... This is one of the most powerful books I have ever read in my life.I bought this book over 2 years ago, I read it and then reread it over and over using it like a text book and I still refer to it often. The first year after I bought it I spent changing my attitude about myself, my clients and the way I perceived my client relationships and the 2nd year I spent creating the systems, processes & marketing to mushroom my business. This book has literally changed my life. I am no longer a slave to my clients but a master and they love it!Turned my business into a full consulting business with turnover growth exceeding all expectations enabling business premises purchase and multidimensional growth, including the creation of several new related companies.
If you do decide you want to be a serious consultant then there are plenty of hard decisions to make and tough calls but it's definately worth it. I find it a pleasure to abandon the low end of my business (even though it is sometimes painful) because it frees up more time for me to develop deeper relationships with my top clients so I can help them to achieve more of their goals and in turn this helps to achieve more of my own goals. I'm not at a million /year yet but I will reach a million / year next year and I'm loving every day in my business! My business is attracting lots of potential additional consultants and of course Alan has this covered too as there is a chapter on the topic of acquiring people in this book too. Alan obviously practices what he preaches because he really has thought of everything that you will encounter on your way to consulting success. Every consultant should own this book! Read it, breathe it, live it, sleep it and give yourself a quantam growth in income! Life doesn't get much better than having the luxury of choosing the people you want to work for (and work with) loving what you do and earning more than you ever dreamed possible without working 70 hours / week so you can care comfortably for your loved ones! Alan I take my hat off to you!You filled in the gaps I needed filled to start realising my true potential.
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