Praise for The Profitable Consultant
"The Profitable Consultant takes a hard sometimes brutal look at the logic behind how consultants have historically tried to grow their business and offers a refreshing, effective, and surprisingly simple alternative that just works!"
Anthony Robbins, entrepreneur, bestselling author, and Peak Performance Strategist
"I believe in helping, not selling; in problem–solving, not persuading; in collaborating, not pitching a stock solution. Jay Niblick′s newest book,The Profitable Consultant, preaches all these same philosophies. Jay firmly believes in diagnosing before prescribing and good questioning/listening skills. I wholeheartedly recommend this book to any professional consultant engaged in business development. In other words, all of us!"
Dr. Tony Alessandra, bestselling author of Collaborative Selling and The Platinum Rule for Sales Mastery
"This book shows how you, as a consultant or coach, do not need to learn scripts or develop a steel–will to go out and be a great salesperson just to be a profitable consultant. Instead, Jay shows you how to make profits an integral part of all that you do so that you never experience those sweat–producing moments of ′call reluctance′ or feeling inadequate. This is a new mind–set, one that is totally compatible with my concept of becoming a profitable consultant. Get a copy of this book today."
Jim Cathcart, bestselling author and member of the National Speakers Association Hall of Fame
Foreword Marshall Goldsmith ix
1 Is Consulting Even Right for Me? 5
2 Build a Foundation That Supports Heavy Profits 19
3 Poor Pricing Equals Poor Profits 57
4 How You Charge Is as Important as What You Charge 81
5 Not Just Any Ole Fishing Hole Will Do 97
6 Seek Only to Give Marketing That Actually Works 111
7 Why Selling Sucks The Profits from Your Practice 171
8 He Who Identifies the Cause of the Problem Gets to Fix It 1779 The Golden Rule Is Just Plain Wrong 209
10 Be Bold and Mighty Forces Will Come to Your Aid 221
Conclusion: Don t Lose Sight of Your Success 231
Appendix A Putting It All to Work for You A Review 235
Appendix B The EBM Guide: How to Get Started on an EBM Campaign 243
Appendix C Press Release Template 247
Appendix D Launch Cheat Sheet 249
About the Author 257