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Million Dollar Consulting

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Table of Contents

ACKNOWLEDGMENTS ix INTRODUCTION xi CHAPTER 1 What Is a Consultant, Anyway? Is It Someone Who Comes to Study a Problem and Remains to Become a Part of It? 1 CHAPTER 2 Build It and They Will Come: But Only if You Let Them Know That You've Built It! 15 INTERLUDE I - The Yin and Yang of Clients and Prospects 31 CHAPTER 3 The Relationship Business: Learning How to Sell Yourself 41 CHAPTER 4 How to Maximize Fees: Money Left on the Table Isn't There in the Morning 57 CHAPTER 5 Proposals: Never Negotiation, Always Summation 71 INTERLUDE II - The Concept of Value 83 CHAPTER 6 The Estimable Consultant: How to Build Your Practice by Building Your Esteem 93 CHAPTER 7 The Cyberspace Consultant: Houston, Let's Not Have a Problem 109 CHAPTER 8 Delivering the Goods: Taking the Express Lane 127 CHAPTER 9 Thought Leadership: It's Fine to Stand Out in a Crowd So Long as You Look Good Standing There 143 CHAPTER 10 The Ethical Consultant: How to Do Well by Doing Right 159 CHAPTER 11 The Global Community: The World Is Next Door 171 CHAPTER 12 Designing Your Own Future: Taking Control of Your Fate 177 CHAPTER 13 Creating a Company: But What Kind? 183 CHAPTER 14 Leverage: More Output for Less Input 199 CHAPTER 15 Creating and Sustaining Your Endeavor: Cathedrals Last for Hundreds of Years 211 APPENDIX 227 INDEX 269

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