The Consulting Bible

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THE

C O N S U LT I N G
BIBLE

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THE

C O N S U LT I N G
BIBLE
EVERYTHING
YOU NEED TO KNOW
TO CREATE AND EXPAND A
SEVEN-FIGURE CONSULTING PRACTICE

ALAN WEISS, PhD

JOHN WILEY & SONS, INC.

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2/14/11 6:32:34 AMCopyright © 2011 by Alan Weiss. All rights reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.
No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or
by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted
under Section 107 or 108 of the 1976United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright
Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600,
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The advice and strategies contained herein may not be suitable for your situation. You should consult with a
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ISBN 978-0-470-92808-0 (pbk); ISBN 978-1-118-02359-4 (ebk); ISBN 978-1-118-02360-0 (ebk);
ISBN 978-1-118-02361-7 (ebk)
Printed in the United States of America
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This book is dedicated to allthose who have ever entered this profession,
improving the condition of their clients, and thus improving
the lives of those around them.
Ergo, this book is dedicated to YOU, and to your success.

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Contents

Introduction

Section I

xiii

Genesis: Consulting as a Profession

1

Chapter 1
Originsand Evolution: From Whence We Came
The Role of a Consultant
The Ongoing Need
Various Forms
Examples of Success
The Future
Trend 1: Reestablishment of Corporate Loyalty
Trend 2: HR Becomes the Incredible Shrinking Function
Trend 3: Insourcing
Trend 4: Volunteerism
Trend 5: Right-on-Time Learning

3
3
6
9
12
15
15
16
16
17
17

Chapter 2
Creation: How to Establish and...