Alan Weiss – 102 Hot Tips for Consultants
This is a great collection of free articles from Alan’s website, gathered into one torrent. This is a must read for anyone in the consulting arena.Enjoy!Table of Contents:Fees and Value: * Addressing Fee Issues in Sensitive Environments * Collecting on Overdue Payments * How to Enforce A “No Refund” Policy * How to Deal with People Who Always Want A Deal * How to Negotiate with YOUR Vendors and Suppliers * Your Fees May Be Too Low Because Your Metrics Are Too Weak * Forty Methods to Increase and/or Protect Fees * Ten Ways to Convince A Buyer That Value-Based Fees Are Best * The Cost of Doing Business * General * General * GeneralImplementation Issues and Problems: * A Quick Guide to Effective Client Interviews * Changing an Assignment from Certain Loser to Sure Winner * How to Consult About Practically Anything at Any Time * The Client Is Unhappy-Do I (Gulp!) Return the Money? * What Actually Constitutes Superior Service? * What Happens When You Must Have A Meal!? * What to Do When Your Buyer Suddenly Departs * How to Deal With A Tough Buyer * How to Escape the Pedestal * Learning the Basics of Consulting Methodology * Personality Disorders: Something You Can’t “Consult Your Way Through”Marketing and Market Share: * Addressing an Evaluation Committee * Alan’s Ten Step Program to More Powerful Persuasion * Brook No Nonsense from Brokers * The Complete Guide to Marketing by Phone * Consultants Never Sleep (Sort of…) * Dig Out Prospects from Your Own Files * Doing Business Abroad * Five Ways to Improve Promotional Materials Immediately * General * How to Change (and Improve) A Client Relationship * The Global Knowledge Test * How to Consult Abou1ea4t Practically Anything at Any Time * How to Network Successfully * How to Sell Business in Complex Organizations * It’s Not the Economy, Though Many Wish That It Were * Prospecting With A Purpose * Qualifying the Prospect * 101 Questions for Any Sales Situation * Staying Ahead of the Curve * Ten Techniques to Build Credibility With Any Buyer * What Constitutes Legitimate Marketing Expenses? * When Does Aggressive Marketing Become Unethical Behavior? * You’re Not in the Sales Business, You’re in the Relationship BusinessSmall Business MBA * Allow Your Customers to be Part of the Solution * Avoiding Trouble with the IRS * Effective and Creative Use of the Internet (for anyone) * How to Choose A Consultant * Losing Business Over the Phone * Reporting from Aruba * Reporting from London * Stop Being Bullied by Customers * Why You Can’t Manage All of Your Sales People the Same Way * Your Word is Your Main AssetOvercoming Objections: * Breaking the Self-Fulfilling Prophecy of Sales Resistance * Overcoming Sales Resistance Areas * How to Influence Anyone About Anything * How to Win Friends and Influence People * The Dreaded “That’s More Money Than We’ve Budgeted” * What do you do with resistant, high level people? * What to Do When the Buyer Provides A Rational “No”Planning and Professional Development: * Expanding Intellectual Breadth * How Can You Learn When You’re All Alone? * The Fine Art of Spending Money (Itâs Called “Investing”) * Giving Yourself Permission to Be Successful * How to Constantly Educate Yourself * How Do You Become An Object of Interest to Others? * How to Prevent Their Ego from Killing You * How to Take A Break * Is Reading the Newspaper Really Too Much to Ask? * Part-Time or Full-Time? * Plans for the New Year * Ten Guaranteed Resolutions to Have A Better Year * Thoughts on These Economic Times * Trends on the Very Near Horizon * What Do You Do When You’re Down? * What To Do Over the “Dull Days” * When Fools Walk In… * What Happens When “It’s Not Working In Consulting”? * When to Sell the FirmProposals: * The Basics of Proposal Writing * How to Compete Successfully When Proposals Are Solicited * How to Write a Short, Effective ProposalSpeaking Professionally: * How to Be A Great Speaker-Tomorrow * How to Create A Speech from Scratch * How To Gain A Consulting Contract By Speaking * The Ultimate Contrarian: Six Myths of Professional SpeakingSubcontracting and Collaboration: * Evaluating A Proposal To Collaborate * How to Evaluate A Potential Collaborator or Partner * How to Find Subcontracting Work * How to Get Rid of A Partner * How to Successfully Subcontract * Preventing ObjectionsTechnology: * Exploiting the Internet for Marketing Purposes * Maximizing the Effectiveness of Your Web Site * Pragmatic Technology * What Can You Sell on A Web Site? * What is e-mail good for, anyway?
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