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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