Editorial Review

David Maister, Charles Green, and Robert Galford--consultants on professional-service management and customer-relation issues--believe nobody can become successful as a business guru until they first gain the confidence of their clients. In Read more

Reviews (14)

Clear directions on creating trust
Being trusted by their clients separates successful advisors and consultants from the corporate consigliores. But how does a qualified advisor become trusted? Authors David H. Maister, Charles H. Green and Robert M. Galford provide methods you can use to reach the inner circle. They break trust into its component parts and reassemble those pieces into a viable, practical model, complete with suggested conversations. That may sound a little robotic, but with practice, an advisor can make the transition from outside technician to habitu� of the inner sanctum. This readable book includes a useful appendix and a list of quick references. We recommend it to consultants and professional service providers. We trust you'll know what to do with it.

Trust is a process
How does a company create trust-based relationships with its clients?The authors utilize their experience to educate readers in the process of developing trust, specifically with each interaction between the company and the client.
Nobody says it better
Clients want to do business with professionals they know, like and trust. Nobody says it better than David Maister.As a marketing consultant to professional service firms, I always tell them this book is required reading. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business Communication - General    4. Business/Economics    5. Consulting    6. Leadership    7. Business & Economics / General    8. Management & management techniques   

Reviews (38)

A Very High Level View
Being co-authored by a business school alum, I had to buy this book. I believe it provides a pretty good overview of how business consultants (mostly strategy) approach problems analytically. It introduces readers to hypothesis based analysis.
Doesnt really deliver -- former McKinsey trying to cash in on the name
Ok, everyone wants to know how McKinsey does it. Works with leading companies, drives corporate strategy, has great influence and often wind up CEOs in their own right.
The Five Activities of McKinsey Consultants
This is framework and brief explanation of the five areas of activities that McKinsey consultants enagage in.They are:
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Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business consultants    4. Business/Economics    5. Corporate & Business History - Strategies    6. Industrial management    7. Leadership    8. Management    9. Management - General    10. McKinsey and Company    11. Business & Economics / Consulting    12. Business strategy    13. Management & management techniques   

Reviews (7)

Important base for recruiters
Perfect book for recruiters. Clearly and easily. Best book to systematize your knowledge, skills and get new. I reccomend it.

A?must-read? for any recruiter
This is a comprehensive, invaluable resource for every serious recruiter that wants to learn the vocabulary of the business. Written in a no-nonsense style, the author provides practical responses to dozens of real-life sales situations that regularly confront recruiters, such as how to handle client concerns about fees, or how to close candidates who have been offered new jobs. Most of the scripts are presented in alternative versions, so you can pick the ones that feel right and fit your personality. As a recruiter, I've used many of these scripts, and they really work. A"must-read" for any recruiter.

The Recruiter's Almanac
This is a comprehensive, invaluable resource for every serious recruiter that wants to learn the vocabulary of the business. Written in a no-nonsense style, the author provides practical responses to dozens of real-life sales situations that regularly confront recruiters, such as how to handle client concerns about fees, or how to close candidates who have been offered new jobs. Most of the scripts are presented in alternative versions, so you can pick the ones that feel right and fit your personality. As a recruiter, I've used many of these scripts, and they really work. A"must-read" for any recruiter. ... Read more

Subjects:  1. Business & Economics    2. Business & Economics / Consulting    3. Business & Economics / Human Resources & Personnel Management    4. Business / Economics / Finance    5. Business/Economics    6. Consulting    7. Human Resources & Personnel Management    8. Business consultants    9. Employee selection    10. Employees    11. Personnel And Human Resources Management    12. Recruiting    13. United States   

Reviews (24)

Unique
Thee is little written for facilitators and this is a complete summary and approach to the topic with all the tools.I just wish there had been more stories of how each of the tools worked.

Invaluable tools for Organizational Planning
I have had the opportunity to use the designs in this book over the past year. The designs or "strategic activities" are creative and guarnateed to advance the planning process for a wide range of organizations.The instructions have just the right amount of detail to adaquately prepare the facilitator. There is tremendous felxibility with each acitivity to accomodate longer or shorter amounts of time. The designs are Intelligent and Interesting
impressive, interesting and different ideas .I like the down to earth , inclusive quality of this book. Thing are explained well and frameworks are provided, so that you can conduct these activities with confidence.I highly recommend it. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Consulting    5. Corporate Planning    6. Human Resources & Personnel Management    7. Strategic Planning    8. Training    9. Business & Economics / Consulting    10. Business strategy   

Reviews (7)

Weak Cases
Hi,
was helpfull !!!!!
would recommend this book to everyone.I found it helpful.read this book before you read "case in point" by Marc P.Cosentino.

Not for non-MBAs
I'm not an MBA and found it confusing and overwhelming. They assume a certain level of knowledge and only offer cookie-cutter frameworks. I found the book Case in Point to be much clearer and more informative. It's Ivy Case Method makes thinking and structuring the cases much easier. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business Consulting    4. Business/Economics    5. Career Planning (General)    6. Careers - General    7. Consulting    8. Human Resources & Personnel Management    9. Business & Economics / Consulting   

Reviews (16)

This book helped me QUINTUPLE my income
This review may sound like one from the author or other paid representative -- but it isn't. Nonetheless, this tome provided so much insight and structure as to successfully charging value-based fees that in a sense I have "been paid" by the author many times over. I have read other reviews posted about this book that criticize Alan Weiss for merely regurgitating in extended form his shorter booklet on maximizing fees. However, those reviews miss the point that this book is a greatly expanded analysis of the methods and challenges (and how to surmount them) of high-end value-based fee structuring. When I entered private practice a decade ago I was entirely hourly / standard-rate structured. Now, greater than 90% of my work is value-based according the impact on the client's business. And, the AMOUNT I KEEP (Weiss consistently states: "It's not what you make, it's what you KEEP") has skyrocketed and enabled me to become financially independent. In short, I highly recommend this book -- and feel no "conflict of interest" in saying that I am "being paid by the author" -- in a round about manner! Best of success to you!
read one, read them all
Alan Weiss is taking advantage of his readers by essentially taking a pamphlet worth of information and stretching it into a hard back book.Most the the essential information was imparted in one of his first consulting books (Million Dollar Consulting) which had value. Read that book and you are set with much of what he has to offer.

Alan Weiss tell it like it is
Alan Weiss tells it like it is. If you want to learn from one of the best...read EVERYTHING Alan Weiss writes! Alan's insights and experience are second to none. I personally own just about every book Alan Weiss has written. He is not only a consultant's consultant, but he is also a gifted writer as well.
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Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business consultants    4. Business/Economics    5. Consulting    6. Entrepreneurship    7. Fees    8. Business & Economics / Consulting    9. Consultancy & grants for businesses    10. Finance & Accounting   

Reviews (23)

Exellent Book
Excellent as a textbook.I use it to teach a university-level management consulting class.Many of the relevant topics covered provide a very good basis for in-class discussion.It is well written and insightful, presenting an accurate portrayal of what it is to be a management consultant.I especially like the sections scripted by industry veterans.I recommend this book to anyone interested in or considering a career in management consulting.

useful
This is a useful guide, though can be a bit simplistic at times.Still, it is worth reading, particularly if you are very new to the industry.Also recommended for consulting careers are the Vault Guide to the Case Interview and the Vault Guide to the Top 50 Consulting Firms.

The Best Consulting Guidebook Out There!
I love this book.It is full of useful information that is highly relevant to the needs of someone looking to enter consulting and preparing for case interviews.Why would anyone buy Vault or Wetfeet, when they require you to buy multiple books to get the same information that this ONE book has?Also, the people who gave this book bad reviews obviously can't read.The guy from Scandinavia implies that these authors invented case interviews and are selling them as a good way to pick consultants - Wrong!Case interviews have been around forever, and these authors are trying to teach you how to deal with them (they didn't invent them!).The guy from Carlsbad, CA also mis-read this book by saying that these authors invented case questions.IGNORE their bad reviews - they obviously don't read properly.Buy this book for it's meaty content and easy-to-read style. ... Read more

Subjects:  1. Business & Economics    2. Business Consulting    3. Business consultants    4. Business/Economics    5. Entrepreneurship    6. Management - General    7. Questions & Answers    8. Reference    9. Vocational guidance    10. Advice on careers & achieving success    11. Business & Economics / Management    12. Consultancy & grants for businesses    13. Management & management techniques   

Reviews (4)

Good overall, but a little tedious in the middle
This book starts strong, but drags a little in the middle.The book covers coaches from all areas and many of the coaches have similar things to say. The research in the beginning and end are useful and the editors contribute some of the best work in the book.I think it's worth reading but I would skip sections that are not applicable to the area of coaching that you are most interested.

An Incredible Resource
Editors Howard Morgan, Phil Harkins, and Marshall Goldsmith have done everyone tremendous service by using their considerable stature and reputation in the Coaching/Leadership field to pull together this amazing list of professionals; as well as sharing their expertise on the topic. The format they've used makes this an immensely useful reference. If you have an interest in executive coaching -- are a senior executive in transition, or are thinking of hiring a coach -- this book belongs on your "must read" list. In fact, make it your next read.
Great book -- very helpful
A great survey of the "best of the best."Useful and practical and meets a real need.I particularly liked the format of the book -- mixing the advice of some of the world's best coaches with practical step by step advice. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Consulting    5. Executives    6. Leadership    7. Leadership In Business    8. Management - General    9. Mentoring    10. Mentoring in business    11. Study and teaching    12. Training of    13. Business & Economics / Leadership    14. Personnel & human resources management   

Reviews (47)

Good book, but be cautious of the directives and recommendations
This is a fairly comprehensive book on how to start a consulting business.I followed the steps outlined in the book to start my own business, but some of the recommendations Mr. Weiss makes go a little overboard.For instance, do you really need a copy machine?Do you really need a postage meter?Spending money on these things will burn through your start-up funds quickly!
~~Boring~~
The content of this book is only common sense steps... and targeted for completely disorganized people. For those using their brain before acting, do not buy this book: you won't find any secret, nor precious tips. But if you're a teen and wonder how to start a consulting business in the future: it could be a good investment. I bought the ebook edition, at least I didn't waste paper... Alan Weiss should learn more Japanese, because the word "sogomi" (at page 8!) doesn't exist. This mistake gives you the level of this book.

I don't understand why this is a highly rated book
I didn't like the book. It doesn't have much to do with consulting. It is teaching about how to sell, how to register a company and similar pretty common stuff.
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Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business Consulting    4. Business consultants    5. Business/Economics    6. Consultants    7. Consulting    8. Handbooks, manuals, etc    9. Marketing    10. Questions & Answers    11. Business & Economics / Consulting    12. Consultancy & grants for businesses   

Reviews (61)

Read this one several times
I found this book very rewarding, It provided me with a clear perception that I am now able to apply to any situation, I am now able to look around at websites and have a clear idea of which ones are working and why. It has also changed my Marketing techniques.
Million Dollar Advice

If you can get past the arrogance....
If you can get past the arrogance, you'll find some good ideas, but he would like to think himself as a demigod, and it gets in the way of his otherwise innovative points. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business Consulting    4. Business/Economics    5. Consultants    6. Consulting    7. Marketing    8. Business & Economics / Consulting    9. Business strategy    10. Consultancy & grants for businesses   

Reviews (5)

New or struggling coaches should not miss this valuable book!
In the increasing collection of books on coaching, this books meets a critical need:how to be successful from the inside out!It doesn't just provide cute how-to's that would only work if one had extensive internet business or marketing experience.The ideas in this book will work for ANYONE that wants to be successful!
A "must" ......
This is a great book. As an executive coach, I've seen so many talented coach's struggle to make a living.This book offers a variety of strategies to improve your business.I really liked the section on identifying what distracts you and ways to improve your focus.I think one of the most powerful sections is the one by Dr. Larina Kase that talks about developing successful strategic-referral partnerships.By applying this strategy, I have been able to target my market better and spend less time "blindly" marketing.This strategy alone has significantly increased my coaching and training business as well as my private counseling practice.

Essential Resource for Every Coach
The Successful Coach is the ideal combination of motivation, inspiration and, perhaps most importantly, provides specific strategies for marketing and growing your coaching business. New coaches will find this book an essential guide as they're getting started, while seasoned coaches will find ideas to invigorate and expand their businesses. Coaches will also learn concepts that they can use to help their coaching clients. I highly recommend The Successful Coach for all coaches. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Consulting    5. Leadership    6. Mentoring    7. Personal coaching    8. Practice    9. Business & Economics / Leadership    10. Counselling   

Editorial Review

The second edition of Peter Block's Read more

Reviews (36)

Fantastic Book

Perfect means no splash
Flawless Consulting presents a clean slice of what it is to be a consultant.Just as a heaving boulder might fall into water, a consulting engagement has mass and impact on a client.A flawless consultation produces results without a splash.This book addresses what is necessary to do just that.It does a good job of covering the business aspect of consulting which include contracting, meeting management, identifying core issues and of course providing results.It also covers interesting subjects such as handling politics, strategies, ethics, body language and staying focused.
The Best of the Best
In my role as a Consultant and trainer and coach of other consultants, this is the most important book in my library.Block's original edition of this book, published in 1981 became such a classic that a second edition was created in 2000.
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Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Consulting    5. Business & Economics / Consulting    6. Consultancy & grants for businesses   

Reviews (4)

making sense of consulting
Peter Block's classic book's fieldbook and companion has an unusual structure and there lies it's USP. It looks at dilemmas and challenges that consultants face and also the tools that can be used. Bedtime stories Consultants read their Children
I have the 2nd edition of Block's "Flawless" and find it an essential reference, true to its reputation. Disappointingly in this Companion many of the authors seem to treat the readers as a captive audience - at the level of first year college students. For example - a diatribe on Romeo and Juliet as an illustration of human diversity, or three pages of "my worse experiences" one of which transpired to be freezing on stage and losing the point. These type of chapters annoyed me and distracted me from some of the worthy contributions. So much so that I returned the book to the bookshop and asked for my money back - the first time I have done so in 30 years of buying management books. In my opinion this book is a dud riding on the coat tails of the previous 'flawless' success.

Roadmap to consulting in the 21st century
This book deserves to be among the TOP 10 of business books of 2001. If you work as a consultant and want to learn your customers how to fish (in stead of giving them fish), BUY this book!If you have consultants walking around in your organisation, make sure they apply these principles!Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business Consulting    4. Business consultants    5. Business/Economics    6. Consultants    7. Consulting    8. Questions & Answers    9. Business & Economics / Consulting    10. Consultancy & grants for businesses    11. Personnel & human resources management   

Reviews (1)

A two pound MBA course
Wow, this is a portable MBA course.The history and evolvng strategies from the 1970's forward are insightful and inspiring some are cautionary.I wish this was available twenty years ago. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Competition    5. Consulting    6. Management +    7. Management - General    8. Strategic Planning    9. Business & Economics / Management    10. Business strategy   

Reviews (5)

Dated but very good
This is a good introductory book for those that need to develop and promote successful seminars and workshops. The book covers what one needs to know about developing a program, market testing, setting the right fees, marketing, promotion, advertising and publicity. The reader is provided with useful practical tips and advice that I have used to good effect.
Very good service.
Book was sent in a timely manner and I received it in good shape. Thanks.

Great information
This book is one of the important books on this topic.I have included this book in my personal library and have referred many people to this book.Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business Communication - Meetings & Presentations    4. Business/Economics    5. Consulting    6. General    7. Handbooks, manuals, etc    8. Seminars    9. Business & Economics / Business Communication    10. Sales & marketing   

Reviews (1)

The Ultimate Performance Guru
Geary Rummler has been giving wise advice on how companies can improve business processes and human performance for the last 35 years. Many believe that Rummler's work at Motorola in the early Eighties stimulated the development of the Six Sigma movement.In 1990 he co-authored Improving Performance, which is still the best introduction to business process improvement, and is still popular.Serious Performance Consulting: According to Rummler, is a collection of Rummler's writing over the course of the past decade.Much of this material is focused on the analyis of organization performance problems and on the management and measurement of business processes.There are also discussions of the problems consultants face when they try to improve organizational effectiveness. Hammer is a great motivational speaker, but managers who really want to know how to make change happen, turn to Rummler.This book shows you how the ultimate performance guru really approaches and solves problems.If you are involved in Six Sigma or BPM, you have to read this book. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Consulting    5. Training    6. Business & Economics / Training   

Subjects:  1. Industries - Manufacturing Industries    2. Business / Economics / Finance    3. Industries - Service Industries    4. Consulting    5. Business & Economics    6. Production & Operations Management    7. Business/Economics   

Reviews (4)

Some good Guidance but not a Toolkit
This book gives some very good guidance , especially regarding insurance required for consultants, writing proposals and follow up.
Required Reading For Consultants
Alan again proves that he can put more info in 200 pages than any other business adviser.Buy it, read it, keep it nearby to refer to it.
Excellent Book
The Million Dollar Consulting Toolkit will save any consultant a lot of time.Using the examples and templates in this book, anyone can produce flawless proposals and implement marketing plans with consummate ease.The section titled "101 Questions for Any Sales Situation" alone makes this book worth buying.This book provides all the details, which are missing in so many other books on consulting. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business consultants    4. Business/Economics    5. Consultants    6. Consulting    7. Marketing    8. Business & Economics / Consulting    9. Consultancy & grants for businesses   

Reviews (7)

Highly Recommended.
This book is definately worth purchasing -- particularly for those new to independent consulting.Although the copyright date is 1990 (Howard died in the early/mid 1990s and the book hasn't been updated since), most of the material is timeless. It is often difficult for independent consultants to get sample copies of proposals, interim reports, and final reports.This is particularly the case for those new to consulting without an established peer network.This book solves that delimma and illustrates the marketing role of the proposal and subsequent interim and final reports.Are you serious about building your consulting business?Prove it to yourself: buy a copy of this book today.

A keeper....
This book came just in time.My consulting practice took off suddenly and I literally dashed to amazon to search for a book with information I could apply right away.It was an invaluable aid.And after a couple of years, it is still a useful reference, always close at hand.

Dated Material
The items covered in the book are basic and need to be discussed.However, the sample items and some tables used show data from 1988.This info is not useful. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Consultants    5. Consulting    6. Fees    7. Management    8. Professional employees    9. Sales & Selling - Management    10. Budgeting & financial management    11. Business & Economics / Consulting    12. Consultancy & grants for businesses    13. USA   

Reviews (3)

A Book That Works
This book is a "must have" for anyone who works with individuals in a coaching role.

Process Consultation Revisited
A very helpful book in explaining the concept of process consultation. This is one of the course texts for a nursing consulting course that I am currently taking. The author, a social psychologist, describes the differences between process consultation and 2 other models that are commonly used in consultation known as the Expertise Model and the Doctor-Patient Model. There are 10 principles that describe the essence of PC, according to Schein: Always try to be helpful, always stay in touch with the current reality, access your ignorance, everything you do is an intervention, it is the client who owns the problem and the solution, go with the flow, timing is crucial, be constructively opportunistic with confrontive interventions, everything is a source of data and when in doubt share the problem. The book describes all of this and more with excellent case studies.

A "Must Read" for Managers & Consultants!
This is the best book on "helping" I have ever read. I use it constantly in my work as an organizational change consultant.Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business Consulting    4. Business consultants    5. Business/Economics    6. Consulting    7. Development - Business Development    8. Organization Development    9. Skills    10. Social psychology    11. Business & Economics / Skills    12. Counselling    13. Management & management techniques    14. Sales & marketing