Preface to the Second Edition
This book has proved to be the most popular of the Ultimate Consultant series. Small wonder. Consultants endure great risk and plow through tough work to create a successful practice, much less a thriving brand. Yet they all too often undermine themselves by overdelivering and undercharging.
Today more than ever, in an age of increased ethical focus and corporate scrutiny, I believe that hourly and per diem billing are unethical and antithetical to clients' best interests. I'm proud to have pioneered the concept of value-based billing in the late 1980s for solo practitioners, and I'm delighted to be furthering that cause today. You'll find herein my latest techniques and approaches, which embrace the new technology, globalization, competition, and societal changes affecting our world today.
The client is best served by rapid resolutions and improvements in a changing world. The consultant is best served for the contribution made to the client's success. That's as perfect an equation as there is in nature, and it is what made me the Million Dollar Consulting® expert. Please read along and join the club.
Alan Weiss, Ph.D.
East Greenwich, Rhode Island
March 2008
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