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Table of Contents
1 Cover
5 Introduction to the First Edition
6 Introduction to the Second Edition
8 Section I: Genesis: Consulting as a Profession Chapter 1: Origins and Evolution The Role of a Consultant The Ongoing Need Various Forms Examples of Success The Future Notes Chapter 2: Creation Legal Financial Administrative Support and Resources Emotional Support and Resources Two Available Structures Notes Chapter 3: Philosophy Hydraulics: Raise Fees and Reduce Labor Identifying True Buyers Conceptual Agreement Leveraging Notes
9 Section II: Exodus: Consulting as a Business Chapter 4: The Journey Creating Gravity and Attraction Reaching Out Effectively Viral and Social Media Implementation Creating an Accelerant Curve Shameless Promotion Technology Strategies Notes Chapter 5: Presence Creating and Nurturing a Brand Expanding Products and Services Considering Alliances Referral Business Advisory Business (Retainers) Global Work Notes Chapter 6: Celebrity Thought Leadership Authorship Value‐Based Fees Subcontracting, Franchising, Licensing Reinvention Creating Communities Notes
10 Section III: Deuteronomy: Consulting Methodology Chapter 7: The Perfect Proposal Assuring Success Conceptual Agreement The Nine Components of a Great Proposal How to Submit How to Close and Launch Notes Chapter 8: Implementation Occam's Razor The Key Stakeholders and Influence Points Avoiding Scope Seep Midcourse Corrections Note Chapter 9: Disengaging Demonstrating Success Obtaining Referrals Obtaining Repeat Business Creating Testimonials and References Long‐Term Leverage Notes
11 Section IV: Acts of the Apostles: Implementing Consulting Methodologies Chapter 10: Interpersonal Methodologies Coaching Facilitating Conflict Resolution Negotiating Skills Development Notes Chapter 11: Teams and Groups Leadership Succession Planning Career