Confessions of a Million Dollar Consultant with Alan Weiss

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Apr 15, 2022

Dr. Alan Weiss, a polarizing figure in the consulting industry, discusses building authority through publishing, choosing a contrarian position, and growing a consulting business. They also talk about reframing conversations with clients, the importance of confidence, and long-term relationships. Alan shares his perspective on continued growth, innovation, and the impact of his provocative style. The host emphasizes the significance of courage, trademarking, productivity, books in personal and business development, content creation, and leaving a positive impact.

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ADVICE

Charge Value, Target Buyers

Get off hourly rates immediately and charge based on value delivered.
Target true buyers, not HR or non-decision makers as they can only say no.

INSIGHT

Stages of Consulting Success

Consulting business growth progresses from surviving to thriving with sealed transitions to prevent backsliding.
Thriving means you can control your career and give generously beyond money.

ADVICE

Prioritize High-Impact Activities

Stop doing busy work and focus on activities that generate business and referrals.
Use public accountability to achieve your goals and overcome procrastination.

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Growing a consulting business to seven figures seems an impossible goal for many independent consultants, but it is possible, and my guest today is the Million Dollar Consultant himself, Dr. Alan Weiss.

Alan is a polarizing character, probably the most polarizing figure in the consulting industry. During this conversation I ask him about his provocative and contrarian style, and he explains his perspective and why he likes to poke people.

At the same time, even those who aren't fans of that style have to acknowledge the huge contributions he has made to the industry through his publishing. His contributions to the body of knowledge are remarkable.

In this episode, Alan Weiss and Alastair McDermott discuss building authority through publishing, why to choose a contrarian position, and how to grow a consulting business.

They also discuss how to reframe a conversation with clients, why confidence is essential to success in consulting, and the importance of long-term relationships.

“I poke people, because people need to be poked! If you're on a plateau, that plateau erodes: the only way to be successful is to continue to grow. The secret to continued growth is innovation.” -- Alan Weiss

“How do I differentiate myself? I'm going to disagree with common practice. The readers hated it, wrote letters to the editor. I was so naive, I called to apologize. He said to me: they read it. That was an eye opener.” -- Alan Weiss

“There is something worse than no business. It's called bad business. Not all clients are good clients. There are some clients you just don't want to take on. And there are clients you have taken on that you need to fire.” -- Alan Weiss

“You have to walk into a client's office as a peer. They might have a larger office, they might have a $3 million or $30 million budget, they might have 1000 people working for them. But you are the expert.” -- Alan Weiss

🗒️ Show Notes 🗒️

Access all the links mentioned in this episode in the show notes here:

👉👉 https://therecognizedauthority.com/million-dollar-consultant 👈👈

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