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Getting Started in Consulting
A new revision of the successful guidebook for novice consultants
Getting Started in Consulting, Second Edition provides practical solutions and proven strategies for launching a consulting business. Readers will learn how low overhead and a high degree of organization can translate into a six-figure income working from a home office. The book also offers key information on how to finance a consulting practice, how to write proposals, how to set up billing and bookkeeping, and more. A new chapter also explains how to get started quickly for those who can't wait to generate cash flow or those who have a cash reserve they are immediately willing to commit.
Alan Weiss (East Greenwich, RI) has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, and the Times Mirror Group. He lectures widely and is the author of 12 books.
Getting Started in Consulting, Second Edition provides practical solutions and proven strategies for launching a consulting business. Readers will learn how low overhead and a high degree of organization can translate into a six-figure income working from a home office. The book also offers key information on how to finance a consulting practice, how to write proposals, how to set up billing and bookkeeping, and more. A new chapter also explains how to get started quickly for those who can't wait to generate cash flow or those who have a cash reserve they are immediately willing to commit.
Alan Weiss (East Greenwich, RI) has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, and the Times Mirror Group. He lectures widely and is the author of 12 books.
304 pages, Paperback
First published January 1, 2000
190 people are currently reading
3989 people want to read
About the author
Alan Weiss
126 books122 followersLibrarian note:
There is more than one author in the GoodReads database with this name
Alan Weiss is an American entrepreneur, author, and public speaker
There is more than one author in the GoodReads database with this name
Alan Weiss is an American entrepreneur, author, and public speaker
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Displaying 1 - 30 of 47 reviews
March 30, 2012
There were some good nuggets of information for anyone contemplating a shift to consulting. Ultimately, it convinced me I need to work for someone else. But that's why do research, isn't it?
Definitely get the second edition. Some of the tech recommendations are outdated since the 2004 update, such as his suggestion to get a mobile phone or to get internet through your cable company because it is faster than dialup - practices that are now standard. It shows how quickly our technology changes.
Definitely get the second edition. Some of the tech recommendations are outdated since the 2004 update, such as his suggestion to get a mobile phone or to get internet through your cable company because it is faster than dialup - practices that are now standard. It shows how quickly our technology changes.
November 13, 2013
A few outdated stuff in this book. Gives a good blueprint of the consulting field. I read this as I was considering adding a consultative element to my marketing business. I would focus on the philosophy behind the concepts more than anything, although, some of the ideas can be immediately applicable. I have used a few concepts with some success.
August 24, 2018
This book is very useful for those considering setting up a consulting business. There are lots of practical ideas. That said, there is some outdated material.
October 23, 2018
If you want to be a successful consultant, THIS IS THE BOOK YOU MUST READ!
Alan does a great job of explaining EVERY DETAIL that you have to take care of to build a successful business as an independent consultant.
Everything from how to set up your business, your marketing, sales process, proposals, etc. Also, even if you've been consulting for several years you will likely pick some best-practices from this book.
This is a great book to read once and then keep as a reference when dealing with specific situations. Alan offers great tactical advice on many topics that can only be maximized when that specific situation shows up.
Some of my highlights:
"My fee represents my contribution to the results of this project with a dramatic return on that investment for you and equitable compensation for me."
"Regard your original project objectives as lines in the sand, and don't allow them to be blurred."
Alan does a great job of explaining EVERY DETAIL that you have to take care of to build a successful business as an independent consultant.
Everything from how to set up your business, your marketing, sales process, proposals, etc. Also, even if you've been consulting for several years you will likely pick some best-practices from this book.
This is a great book to read once and then keep as a reference when dealing with specific situations. Alan offers great tactical advice on many topics that can only be maximized when that specific situation shows up.
Some of my highlights:
"My fee represents my contribution to the results of this project with a dramatic return on that investment for you and equitable compensation for me."
"Regard your original project objectives as lines in the sand, and don't allow them to be blurred."
July 5, 2017
Outdated
June 19, 2024
Great guide to getting started in consulting and transitioning to working for yourself, covers all the bases, from mindset and getting started to marketing and establishing fees. The author introduces the concept of value-based fees vs billing by the hour. On introducing value-based fees to clients, the author explains "My fee represents my contributions to the results of this project with a dramatic return on that investment for you and equitable compensation for me." This concept alone makes this book worth its weight in gold and a must read! Book updated in 2009, some tech examples are a little dated today, but still there is a lot of great advice and wisdom that holds up today.
May 29, 2015
A comprehensive introduction to setting up your own consulting practice. Full of practical and useful tips around insurance, facilities, marketing, sales, and pricing. Comes with examples and appendices.
I only gave this book three stars because I'm not looking to start my own shop. I'm happily consulting for another firm, so most of this book wasn't actually useful to me. If I were going to strike out on my own, I think this is the first place I'd turn. Even so, I found the chapters on proposal writing and value-based pricing to be interesting.
I only gave this book three stars because I'm not looking to start my own shop. I'm happily consulting for another firm, so most of this book wasn't actually useful to me. If I were going to strike out on my own, I think this is the first place I'd turn. Even so, I found the chapters on proposal writing and value-based pricing to be interesting.
August 24, 2023
There are several steps to creating a great consulting business, and by investing time and effort in each, you’ll be able to make a strong start in your new profession. Once your business is off the ground, you can then turn your focus toward growing your business, sharing your wisdom and, above all, doing fulfilling work.
May 22, 2024
Getting Started in Consulting by Alan Weiss is a comprehensive and practical guide for anyone looking to enter the consulting field. Weiss, an experienced and highly successful consultant, shares his wealth of knowledge and expertise, offering invaluable advice on every aspect of the consulting business. From initial planning and positioning to marketing, sales, and client management, this book provides a step-by-step roadmap for building a thriving consulting practice.
Weiss’s writing is clear, concise, and engaging, making complex concepts accessible to readers at all levels. The book is filled with actionable insights, real-world examples, and practical tools that aspiring consultants can immediately apply. Weiss emphasizes the importance of value creation, ethical practices, and continuous learning, ensuring that readers not only start their consulting careers effectively but also sustain and grow them over time.
Overall, Getting Started in Consulting is a must-read for anyone considering a career in consulting or looking to enhance their existing practice. Its comprehensive coverage, practical advice, and motivating tone make it an invaluable resource for achieving success in the consulting industry.
Main Points of Getting Started in Consulting
1. Understanding the Consulting Business:
• Consulting is about providing expert advice to help clients solve problems or improve performance.
• It requires a blend of expertise, strategic thinking, and interpersonal skills.
2. Planning and Positioning:
• Define your niche and unique selling proposition (USP) to differentiate yourself from competitors.
• Develop a clear business plan outlining your goals, target market, and service offerings.
3. Building a Brand:
• Create a strong personal and professional brand that conveys your expertise and value.
• Use branding tools such as a professional website, business cards, and marketing materials.
4. Marketing and Networking:
• Implement a robust marketing strategy that includes networking, social media, public speaking, and publishing articles.
• Build relationships with potential clients, industry peers, and influencers.
5. Sales and Business Development:
• Develop effective sales techniques to pitch your services and close deals.
• Focus on understanding client needs and presenting tailored solutions.
6. Client Management:
• Establish clear communication channels and set expectations with clients.
• Deliver consistent value and maintain strong client relationships to encourage repeat business and referrals.
7. Financial Management:
• Set competitive pricing strategies based on the value you provide and market rates.
• Manage your finances, including budgeting, invoicing, and cash flow management.
8. Ethical Practices and Professionalism:
• Uphold high ethical standards and integrity in all your consulting engagements.
• Build trust with clients by being transparent, reliable, and results-oriented.
9. Continuous Learning and Development:
• Stay updated with industry trends, best practices, and new methodologies.
• Invest in your professional development through training, certifications, and networking.
10. Scaling Your Business:
• Explore opportunities for growth, such as expanding your service offerings or entering new markets.
• Consider partnerships, subcontracting, or hiring additional staff to scale your operations.
11. Managing Risks and Challenges:
• Identify potential risks and develop strategies to mitigate them.
• Be prepared to handle challenges such as difficult clients, economic downturns, and competition.
12. Work-Life Balance:
• Balance your professional commitments with personal life to avoid burnout.
• Set boundaries and prioritize self-care to maintain long-term productivity and well-being.
Five Critical Questions for Further Exploration
1. How can consultants continuously adapt their business strategies to remain competitive in a rapidly changing market?
• Exploring the importance of agility and innovation in the consulting industry.
2. What are the best practices for maintaining strong client relationships while managing multiple projects simultaneously?
• Investigating effective client management techniques and prioritization strategies.
3. How can aspiring consultants identify and develop their unique niche in a crowded market?
• Examining methods for niche identification and market research.
4. What role does technology play in modern consulting practices, and how can consultants leverage it effectively?
• Analyzing the impact of digital tools and platforms on consulting efficiency and client engagement.
5. How can consultants measure and demonstrate the value they provide to clients to justify their fees and ensure repeat business?
• Discussing metrics and techniques for quantifying and communicating the impact of consulting services.
In conclusion, Getting Started in Consulting by Alan Weiss is an essential guide for anyone looking to embark on a consulting career or enhance their existing practice. With its practical advice, real-world examples, and comprehensive coverage, it provides readers with the tools and knowledge needed to build a successful consulting business. Whether you're a novice or an experienced consultant, this book offers valuable insights to help you navigate and thrive in the consulting industry.
Weiss’s writing is clear, concise, and engaging, making complex concepts accessible to readers at all levels. The book is filled with actionable insights, real-world examples, and practical tools that aspiring consultants can immediately apply. Weiss emphasizes the importance of value creation, ethical practices, and continuous learning, ensuring that readers not only start their consulting careers effectively but also sustain and grow them over time.
Overall, Getting Started in Consulting is a must-read for anyone considering a career in consulting or looking to enhance their existing practice. Its comprehensive coverage, practical advice, and motivating tone make it an invaluable resource for achieving success in the consulting industry.
Main Points of Getting Started in Consulting
1. Understanding the Consulting Business:
• Consulting is about providing expert advice to help clients solve problems or improve performance.
• It requires a blend of expertise, strategic thinking, and interpersonal skills.
2. Planning and Positioning:
• Define your niche and unique selling proposition (USP) to differentiate yourself from competitors.
• Develop a clear business plan outlining your goals, target market, and service offerings.
3. Building a Brand:
• Create a strong personal and professional brand that conveys your expertise and value.
• Use branding tools such as a professional website, business cards, and marketing materials.
4. Marketing and Networking:
• Implement a robust marketing strategy that includes networking, social media, public speaking, and publishing articles.
• Build relationships with potential clients, industry peers, and influencers.
5. Sales and Business Development:
• Develop effective sales techniques to pitch your services and close deals.
• Focus on understanding client needs and presenting tailored solutions.
6. Client Management:
• Establish clear communication channels and set expectations with clients.
• Deliver consistent value and maintain strong client relationships to encourage repeat business and referrals.
7. Financial Management:
• Set competitive pricing strategies based on the value you provide and market rates.
• Manage your finances, including budgeting, invoicing, and cash flow management.
8. Ethical Practices and Professionalism:
• Uphold high ethical standards and integrity in all your consulting engagements.
• Build trust with clients by being transparent, reliable, and results-oriented.
9. Continuous Learning and Development:
• Stay updated with industry trends, best practices, and new methodologies.
• Invest in your professional development through training, certifications, and networking.
10. Scaling Your Business:
• Explore opportunities for growth, such as expanding your service offerings or entering new markets.
• Consider partnerships, subcontracting, or hiring additional staff to scale your operations.
11. Managing Risks and Challenges:
• Identify potential risks and develop strategies to mitigate them.
• Be prepared to handle challenges such as difficult clients, economic downturns, and competition.
12. Work-Life Balance:
• Balance your professional commitments with personal life to avoid burnout.
• Set boundaries and prioritize self-care to maintain long-term productivity and well-being.
Five Critical Questions for Further Exploration
1. How can consultants continuously adapt their business strategies to remain competitive in a rapidly changing market?
• Exploring the importance of agility and innovation in the consulting industry.
2. What are the best practices for maintaining strong client relationships while managing multiple projects simultaneously?
• Investigating effective client management techniques and prioritization strategies.
3. How can aspiring consultants identify and develop their unique niche in a crowded market?
• Examining methods for niche identification and market research.
4. What role does technology play in modern consulting practices, and how can consultants leverage it effectively?
• Analyzing the impact of digital tools and platforms on consulting efficiency and client engagement.
5. How can consultants measure and demonstrate the value they provide to clients to justify their fees and ensure repeat business?
• Discussing metrics and techniques for quantifying and communicating the impact of consulting services.
In conclusion, Getting Started in Consulting by Alan Weiss is an essential guide for anyone looking to embark on a consulting career or enhance their existing practice. With its practical advice, real-world examples, and comprehensive coverage, it provides readers with the tools and knowledge needed to build a successful consulting business. Whether you're a novice or an experienced consultant, this book offers valuable insights to help you navigate and thrive in the consulting industry.
July 25, 2018
It's a good book with sound advice on how to market and value your consulting services. Some parts are a bit old and outdated but the overall message is clear. Will start the journey next month and will update the review once the results are available.
June 27, 2025
A little dated and US focused, not all the recommendations make sense for other countries and cultures. There is assertiveness and then there is too direct and gives an impression this person is hard to work with. For example, there are nicer ways to achieve the same things the authors mentioned in the book e.g. referrals. Took off a star for this.
Other than that, this book offers some nice insights into consulting, especially for those who are new to this industry. Some of the more concrete actions and recommendations do paint a better picture than some fluff you might find in other similar books. There are a lot of nuggets of information I’m re-reading it for a second time right now.
Other than that, this book offers some nice insights into consulting, especially for those who are new to this industry. Some of the more concrete actions and recommendations do paint a better picture than some fluff you might find in other similar books. There are a lot of nuggets of information I’m re-reading it for a second time right now.
April 21, 2020
A friend who had started her own business recommended this book to me. I found it to be a great start in setting up my own consulting business. I haven't followed everything Weiss recommends (for example, he recommends you mark up your subconsultants by up to 50 percent!), but I used it for the basics. I especially appreciated the way he inserted words of wisdom from other people who had set up their own consulting firms.
It tends to be more male focused, while much of what I've been reading and the people I've been following have a more female-centered approach, but still a valuable resource.
It tends to be more male focused, while much of what I've been reading and the people I've been following have a more female-centered approach, but still a valuable resource.
April 25, 2021
I learned some good tips. This is mostly focused on proposing and getting paid. There's not really anything on the process. There are two issues I'd caution readers about. Weiss states "a handshake is a legal contract." It can or may be in some states but always, always, always get contracts in writing. Weiss also weirdly trashes HR departments as the wastebin of corporations and suggests non-sales or non-C-level positions are staffed by minorities and women to fill diversity quotas. What an insult!
March 21, 2023
Good book, no doubt. But after reading "The Consultant Bible" by the same author, this one felt like the same book put in another way, just with a bit more details. There are parts of it that feel like copy-paste from the previous one. I felt like I was watching the same movie again. I wonder if the other books from the author are also like that.
March 3, 2024
Read the 4th Edition, and it left me wanting, which unfortunately seems to be a trend for him to make sales. Some good advice but could have been better fleshed out to add value and thereby increase later proposed products' perceived value.
March 24, 2025
If you're looking for a step by step guide, this is it. It doesn't go into a lot of depth nor does it give you lots of anecdotes or stories. But if you go into it knowing exactly what you want from it, it delivers.
February 1, 2018
A quick read...the basics of consulting...good for he or she who plans to make consulting his or her full-time profession. The book is a bit outdated in terms of technology...
February 14, 2019
Some good nuggets in here still but you have to read around the dated parts to get them. I will definitely seek out the 4th edition coming out in April 2019.
October 12, 2019
Kicsit amerikai (olyan feltételekkel dolgozik, amelyek itt nem állnak rendelkezésre), de nagyon hasznos. Tegyük oda a "Könyvek, amiket tanítani kéne idehaza" sorozatba.
December 23, 2019
Tricks of the trade for setting up own consulting business practice. How to go about logistics, and establishing your brand value. Executing over deliberating for quicker better results.
March 2, 2020
Alan writes in a clear, concise and entertaining manner. This book goes into the detail of establishing a consulting business. The book offers practical and actionable advice.
March 10, 2020
highly outdated
June 18, 2020
Cant really open this book ,have tried but is not opening. Pls I need a guide
June 28, 2020
Didn't learn but a think or two
November 7, 2024
Very helpful. Largley, a summary of Million Dollar Consulting. Still, it's helpful to go through again.
November 21, 2024
I don't know. Pretty good I guess. It's a business book. Business books are boring and at times un-relatable.
December 17, 2024
This book provides a good general overview of the process for, as the title says, getting started in consulting. The book is just very dated and not relevant.
January 3, 2025
Blinkist
some of the advises felt a little naive and just a filler? IDK . I mean wow! this book was written over a quarter of a century ago.
some of the advises felt a little naive and just a filler? IDK . I mean wow! this book was written over a quarter of a century ago.
This entire review has been hidden because of spoilers.
June 7, 2021
Lectura obligatoria para consultores
Muy directo. Me encantó que se enfoca mucho en la mentalidad del consultor, en la adecuación del espacio y en la parte práctica del ejercicio.
Muy directo. Me encantó que se enfoca mucho en la mentalidad del consultor, en la adecuación del espacio y en la parte práctica del ejercicio.
October 3, 2017
pekerjaanku kadang-kadang pelrukan rundingan, gagal merunding makna gagal melangkah. muhasabah dan baiki cara berunding
Displaying 1 - 30 of 47 reviews