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- Plan carefully when you're working abroad
- So you'd like to take your consulting expertise on the road? Columnist Alan Weiss offers advice on doing business across the globe.I recently returned from a trip to Australia, Thailand, Hong Kong, and Japan. In 1997, I worked in Spain and the year before in Italy. In February, I’m due...
- Technical articles 2001-01-17
- Is it time to sell the firm?
- Every consulting firm owner must face the inevitable decision whether or not to sell the business. Columnist Alan Weiss offers a rationale for tackling this tough choice.Almost all of us who are entrepreneurial and establish personal service firms have been or are heavily involved in struggling to make the endeavor...
- Technical articles 2000-12-19
- Competing against larger firms and winning
- If you're a small firm competing against big consultancies for business, your size might be your best defense. Columnist Alan Weiss offers methods you can employ to convince a client that smaller is better.We are all considered to be in competition with larger consulting firms, sometimes the giants like McKinsey,...
- Technical articles 2000-10-24
- Converting from hourly to value-based fees
- Many consultants have hourly or per diem fee arrangements with their clients. But columnist Alan Weiss explains why both consultants and clients could win by changing the relationship to a project- or value-based fee system.A great many people ask me how to make the transition from an hourly or per...
- Technical articles 2000-10-17
- Free goods and services: You've got to give to get
- It's a give-and-take scenario in the business world. Alan Weiss explains how you can win clients by giving away advice and products. He also explains how the best way to win profitable contracts is to be ready to walk away from the potential business.The key to maximizing income is to...
- Technical articles 2000-09-12
- Manage expectations, not just the project
- When a client sees your price tag, she might ask, "Can we do this for less?" Consulting veteran Alan Weiss explains how you can manage clients' expectations without losing your ground.When clients want to talk about reducing fees or compare your price with that of a competitor’s, make sure they...
- Technical articles 2000-09-26
- Brook no nonsense from brokers
- If you've got a headhunter hot on your trail, do your best to steer clear. As veteran consultant Alan Weiss warns, they're not worth your attention.There is a plethora of “brokers” springing up representing themselves as effective intermediaries between consultants and clients. Run for the exits.Since consulting is a relationship...
- Technical articles 2000-08-11
Additional Resources
- Top consultant says emphasize value, not price, when selling your skills
- As a consultant to consultants, Alan Weiss says many in the IT field are selling themselves short by looking at their services as a commodity. Instead, he suggests they focus on the value they offer clients.When people hear the term “consultant,” they usually think of an all-knowing expert—someone who’s dishing...
- Technical articles 2000-06-29
- Five ways to improve promotional materials immediately
- Flaws in your promotional materials can cause your business to suffer. Veteran consultant Alan Weiss offers his tips on creating marketing tools that will separate you from the masses.By Alan Weiss, Ph.D.Most consultants’ promotional materials that I’m asked to review, and in fact, most sales literature from any source, contain...
- Technical articles 2000-07-18
- The dreaded "That's more money than we've budgeted"
- When you make a proposal and a client tells you "We can't afford it," don't give up just yet. Instead of talking about cost, prove the results and the value to the client.By Alan Weiss, Ph.D.When you’ve submitted a proposal and the buyer responds with some variation of “Sorry, we...
- Technical articles 2000-07-05
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