Episode 128: Stop being so afraid: Nobody wants a humble consultant (and other truth bombs) from the rockstar of consulting, Alan Weiss
If you’re going to learn something, you might as well learn from the best, right?
I’m still reeling from my interview with today’s guest, Alan Weiss.This is another episode for you if you run your own business or looking to be a solopreneur.
I reached out to Alan after Michael Bungay Stanier’s contribution to Episode 120, where he said, “If you read Alan Weiss’ book Million Dollar Consulting, you’ll never go hungry again”.
Alan Weiss is the rockstar of consulting. Marshall Goldsmith once called him “The finest entrepreneurial coach in the world.”
In today’s conversation we cover many topics, including:
Debunking the myth that the riches are in the niches
Who we should target in our marketing efforts (spoiler alert: Not HR or Training people)
How to create our value proposition to share the value we bring
Why it’s important to create content to build marketing gravity
Honestly? This is a masterclass in how to market your facilitation and consulting business.
This was also an experiential, Show.Up private community episode, where I invited members to ask Alan questions on the show.
Doors for Show.Up will open up in a couple of months - get notified when they do!
About our guest: Alan Weiss
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 Corporation, Toyota, and over 500 other leading organizations. He has served on the boards of directors of the Trinity Repertory Company, a Tony-Award-winning New England regional theater, Festival Ballet, and chaired the Newport International Film Festival.
His speaking typically includes 20 keynotes a year at major conferences, and he has been a visiting faculty member at Case Western Reserve University, Boston College, Tufts, St. John’s, the University of Illinois, the Institute of Management Studies, and the University of Georgia Graduate School of Business.
He has held an appointment as adjunct professor in the Graduate School of Business at the University of Rhode Island where he taught courses on advanced management and consulting skills to MBA and PhD candidates.
He once held the record for selling out the highest priced workshop (on entrepreneurialism) in the then-21-year history of New York City’s Learning Annex. His Ph.D. is in psychology. He has served on the Board of Governors of Harvard University’s Center for Mental Health and the Media.
In this episode you will learn:
Tips for those starting out on how to get traction and build marketing gravity
How to shift from day rate pricing to value based pricing
Difference between niche consultancy and generalist consultancy
Providing clarity of outcomes when creating proposal for those those working in less tangible deliverables
Here are some of the questions Alan Weiss was asked during the interview:
Why is it important to differentiate marketing and consulting?
How do you build marketing gravity if you are just starting out?
What is your strategy for showing up delivering to the clients and marketing yourself on different channels?
How do you move from day rate pricing to value based pricing?
If you are a generalist process consultant how do you know where to market yourself?
What meetings do you recommend and how do you handle them?
How can we maintain more stability when it comes to associating with contracts?
Resources:
Alan Weiss’ website
Million Dollar Consulting Growth Access
Follow Alan Weiss on Twitter
Connect with Alan on Linkedin
Get your copy of the Million Dollar Consulting book here
Quotes:
“You're better off meeting with a buyer and failing to obtain immediate business than sitting at your desk designing "programs" and "offerings." The former is progress, the latter is procrastination”You're better off meeting with a buyer and failing to obtain immediate business than sitting at your desk designing "programs" and "offerings." The former is progress, the latter is procrastination.”
“When you are organized, focused and disciplined, then you have power because you are in control of your life.”
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