Million Dollar Consulting, Al Weiss

1. People you meet on airplanes, no matter how cordial or at what level, virtually never hire you.
2. Acquisition of clients is the bedrock of success.
3. I'm concerned that the key to my ability to help that client demonstrably lay in refusing to allow myself to fall into a single preconceived role based on what I've been told.
4. It doesn't matter at all -- not all all -- what your billings are or how much you make.  The only thing that matters is how much you keep.
5. The best consultants strive to establish special relationships with clients, irrespective of their products, services, techniques, and other offerings.
6. "In matters of taste, swim with the current; in matters of principles, stand like a rock."  Jefferson
7. When buyer commitment is low, a low fee isn't the answer to create the sale you need because the result is indifference.

                            

8. The most important transition period is escaping the thinking that confines you to small successes.
9. Eight secrets for retaining Key Business as you grow [or change]:
• Involve the client in the change ans seek feedback
• Present the changes as opportunities, not threats
• Don't explain the changes ans raise your fees simultaneously
• Request ongoing feedback
• Introduce the change to clients as a group
• Offer to "grandfather" or otherwise safeguard the services being phased out
• Time your explanation with a client to coincide with a successfully completed assignment
• Be prepared to move a client who simply will not accommodate your evolving business approach to Category 3
10. Base fees on value, not time or tasks.
11. First impressions will influence whether an executive feels the relationship should exist at his or her level or at a lower one.
12. Always, always, always provide the prospect with a choice of 'yeses'.
13. READ Chapter 8 : ESTABLISHING FEES