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Author Weiss, Alan, 1946-
Title The ultimate consultant : powerful techniques for the successful practitioner / Alan Weiss.
Imprint San Francisco : Jossey-Bass/Pfeiffer, 2001.

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Author Weiss, Alan, 1946-
Series The ultimate consultant series
Ultimate consultant series.
Subject Business consultants -- Handbooks, manuals, etc.
Consultants -- Marketing -- Handbooks, manuals, etc.
Description 1 online resource (xvii, 267 pages) : illustrations.
Bibliography Note Includes bibliographical references and index.
Contents Acquiring Fortune 1000 Clients: Why Size Doesn't Matter -- Establishing Relationships with Major Buyers: Rainmaking -- Ten Techniques to Build High-Level Buyer Relationships: Making Rain -- Why Size Doesn't Matter -- Using the Springboard to Other Potential Clients -- Ten Techniques for Springboard Marketing -- Value-Based Fees: If You're Charging by the Hour or Day, You're an Amateur -- The Key to High Fees Is Not to Mention Fees -- Thirty-Eight Ways to Increase Your Fees, Beginning Tomorrow -- Marketing and Publicity: Creating Gravitational Pull -- Creating a Strong Gravitational Field -- Pro Bono Work -- Commercial Publishing -- Position Papers -- Radio and Television Interviews -- Advertising and Passive Listings -- Speaking Engagements -- Websites and Electronic Newsletters -- Word of Mouth, Referrals, and Third-Party Endorsements -- Trade Association Leadership -- Classroom Teaching -- Alliances and Networking -- Branding and Celebrity: A Brand in the Hand Beats Feet on the Street -- What Is a Brand and Why Do It? -- How Do You Attain a Brand Without Pulling a Muscle? -- The Fine Art of Contrarianism -- Capitalizing on Your Brand -- Testing and Protecting Your Brand -- Obtaining Celebrity Status -- Ten Ways to Promote Celebrity -- Passive Income: Making Money While You Sleep -- Commercial Publishing -- Self-Publishing -- Audio and Video -- Newsletters -- Offsite Advice -- Transitioning to Softer Landings -- Joint Ventures: When 1 + 1 = 64 -- Forming Partnerships with Colleagues -- Forming Alliances with Larger Entities.
Note Print version record.
Summary This text is for the successful solo practitioner, mid-sized firm principal, or large firm practice leader who is already doing very well and, consequently, has few peers from whom to continue to learn.
ISBN 0787959944 (electronic bk.)
9780787959944 (electronic bk.)
0787955086 (alk. paper)
9780787955083 (alk. paper)
OCLC # 49414973
Additional Format Print version: Weiss, Alan, 1946- Ultimate consultant. San Francisco : Jossey-Bass/Pfeiffer, 2001 0787955086 (DLC) 2001000189 (OCoLC)45750224

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