Today, I spoke with Alan Weiss, who is a world renowned consultant, author, blogger and speaker. This interview is short and to-the-point,which is attributed to his communication style. He tells it like it is no matter what and will give you straight facts as to how you can become a rich consultant. From interviewing Alan is seems that you either have the goods or you don’t with consulting. It is definitely one great path to establishing your brand though!
What are five attributes of a successful consultant? How do you know if you aren’t meant to be a consultant?
- 1. Superb language skills
- 2. Rapid framing skills
- 3. Ability to create or combine processes to improve client conditions
- 4. Ability to manifest expertise so that clients are drawn to the consultant
- 5. Focus on output, not input; result, not methodology
- 6. Strong feelings of self-worth, no fear of failure
Typically, I hear that people need to work for a company for years before they break away and start their own consulting firm (or do it as a solopreneuer). Is it possible for someone out of college to start off as a consultant, even without the experience?
Not likely because they lack the basic business acumen which forms the underpinning for client discussions, and they’ve been in an environment in which idealistic professors with private agendas pollute the learning process.
[youtube=http://ca.youtube.com/watch?v=8PqTo6fn1qc]
What is your process for beginners who want to start a consulting business?
- Establish your value proposition (Not a stupid elevator speech).
- Identify who will write a check for that value.
- Create ways to reach out to those buyers and attract them to you.
How does a consultant get more clients? Do you have some marketing strategies you can share?
- Platinum Standard: buyer-to-buyer reference
- Gold Standard: commercially (not self-published) published book and other intellectual property that is manifest.
- Silver Standard: history of outstanding work and testimonials.
Most clients do not ask for referrals nearly often enough. Too many consultants have self-esteem issues.
How have you built your personal brand as a consultant for the past few decades? What have you learned along the way?
I’ve created intellectual property. I have written more books on consulting than any other author in history. I’ve never been afraid to fail or take on a tough job. I’ve constantly reinvented myself. I make well into seven figures working from home, and 75% of this year’s revenue came from services I was not providing 5, or even 3, years ago.
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Alan Weiss is one of those rare people who can say he is a consultant, speaker and author and mean it. His consulting firm, Summit Consulting Group, Inc. has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times, and over 400 other leading organizations.
Alan is the author of the new book, The Global Consultant: How to Make Seven Figures Across Borders. He is a 2006 inductee into the Professional Speaking Hall of Fame® and the concurrent recipient of the National Speakers Association Council of Peers Award of Excellence, representing the top 1% of professional speakers in the world
