Consulting Bible: Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice Paperback – March 21, 2011

I have read and reread all of Alan Weiss' books. Although I always come back to his editions of Million Dollar Consulting, this new book is right up there with those. I have given serveral away to others thinking about or already in consulting because of the value I place on the advice contained in them. This book is very similar to those, and could basically be considered a new edition of Million Dollar Consulting. And forget such a title; each of us defines success differently, but the techniques will increase anyone's consulting income significantly, IF applied. I have been a full-time consultant for over 16 years, medical devices and FDA-regulated industry, and attribute much of my success to the techniques encouraged by Dr. Weiss. Some I picked up by trial and error (like no cold calling, on-going communication with past, current and potential clients, giving away IP ...), but have refined and/or come to better understand the underlying rationale by his analysis in his books. Reuse of IP, biding by the project rather than by the hour, value-based fees (still learning on this one), and similiar are other valuable techniques. This book updates the consultant on newer tools, e.g., social media, and more extensive use of older tools, e.g. "sucess, not perfection". I think this new book incorporates more of Alan's mentoring experiences, whereas his previous were focused on his past in consulting, and both have value to the consultant. And his advice about getting rid of the lower percent of business each year can be painful, but beneficial if rigorously applied. I recommend this book highly, but also recommend the latest editons of Million Dollar Consulting, not that they are that much different, but that the slightly different "tone" may stike a different "nerve" and thus prove far more beneficial than the minor cost of the books. Just following a point in one of his books should allow you to easily recoup the book's cost in less than an hour's increased fees. While I personally tune out on Alan's discussion of "life balance", as did one reviewer, since I've always viewed family as more important than work, and agree with Alan's definition of wealth as "discretionary time", the discussoin only occupies a few pages, and for some, especially those drawn to his earlier book title literally, it's probably a needed digression. As far as the comment on "contingency fees" and all the big consulting companies going to it, I agree with Alan's points -- the need to build a reputation (he uses the term "gravity") that draws and causes the client to work with you over others because they know you'll get the best results, and they are prepared to pay for your best efforts; as opposed to some contingent result that may be beyond your control. In my business, I could not do that (predict how the FDA will decide with 100% accuracy) and pay the bills. As a solo consultant, follow Alan's advice, honestly appraise the client of what you can and will do for the fee, not contingent upon a third party's action or inaction, and don't try to follow the big consulting firms' model. You need to differentiate from them, not be a losing alternative to them.

I have not been able to put this book down since downloading it to my Kindle and iPad. So much of the conventional logic that is applied to the business of consulting is wrong. Million Dollar Consulting helped to conquer some of those myths, but Weiss' new book, The Consulting Bible, offers a fresh look at what really matters when building a successful consulting practice. In addition, I personally feel the writing is even better and the organization of the material has a better flow to it.In my opinion, it is best to approach this book with an open mind. Weiss explains precisely how to attract clients, build trust, craft proposals that get accepted more often than not, command exceptional fees, and what is necessary for building a seven-figure practice. But to do so, one must discard concepts that don't work: marketing oneself as a commodity, offering cookie-cutter/bundled solutions, responding to Requests for Proposals, and most notably - billing by units of time rather than offering fees based on value.Weiss has not only established his own multi-million dollar consulting practice, but is responsible for helping more consultants achieve seven-figure incomes than Harvard Business School.While any single component of the book (how to write effective proposals, marketing gravity, value-based fees) would easily justify the purchase, the book is much greater than the sum of its parts. The completeness of this guide combined with the well-established authority of the author make this a must-read for anyone seeking to improve their clients' situations.

Probably a little over-hyped as the "Bible" and "Everything you need". It's also a little hard to tell what's in it based on the (I need a word here Alan) ... fancy words in the TOC available here online. But the stuff that is in it is good. It covers most general areas of a consulting practice with good insight in each area covered. What is perhaps missing is more depth about the consulting advice that should be given, rather than how to run a consulting practice. But that may be much more difficult. The gutsy final chapter closes the book with some thoughts about what the consultant owes to the profession. Don't skip it!