by Alan Weiss
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Product Description
Follow the expert advice in this book--the fourth in The Ultimate Consultant Series--and you won't fall victim to the success plateau that undermines many consultants. If you feel that your work has become easier, it may be that you're not climbing "up" but rather moving laterally. And, sooner or later, your plateau will begin to erode and you'll find yourself on a decline. In How to Acquire Clients, Alan Weiss, internationally recognized consultant and author of the best-selling Million Dollar Consulting, shows you how to continue to move "up the mountain."
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Average Customer Review:
0 of 0 people found the following review helpful:
 Read This Book and Start Acquiring New Clients, 2008-11-23
This is a great companion book to "Million Dollar Consulting", Alan Weiss's best selling book on growing a consulting business. In "How to Acquire Clients", Weiss takes the reader step-by-step through the client acquisition process, using his theories, personal experiences, and anecdotes contributed by others.
My favorite chapter in this book is Chapter 1 - "Identifying Targets of Opportunity". In it, Weiss describes the three key ingredients to successful selling: 1) market need, 2) competency, and 3) passion. Where these three elements converge is the place where you, as the consultant, should be.
I also agree with Weiss's comments in Chapter 1 about being stuck in a "success trap". I have to admit that I have been happily wallowing in mine for many years, and just recently started looking for new avenues of growth.
The entire book is a joy to read. I found my self nodding my head over and over again as I was reading it.
If you are an established consultant, or just thinking about starting your own consulting business, then you should read this book.
Mitch Paioff, Author, Getting Started as an Independent Computer Consultant
Getting Started as an Independent Computer Consultant
1 of 1 people found the following review helpful:
Acquire Clients, 2008-04-20
Alan Weiss continues to boil down the best practices for consultants into his Ulimate Consultant Series. Much of the materials he covers are in other books on the topic. What makes How to Acquire Clients: Powerful Techniques for the Successful Practitioner (The Ultimate Consultant Series)valuable is that the information is all in one place and distilled into understandable strategies and actions. Only Get Clients Now!(TM): A 28-Day Marketing Program for Professionals, Consultants, and Coachesis more direct in its usefulness and approach
0 of 1 people found the following review helpful:
 A disappointment, 2007-11-21
I bought this book with high expectations. I did find a few useful points in the book (hence 2 stars instead of 1), but the book fails miserably at doing what it promises. After looking at Alan Weiss' website (Summit Consulting) it became clear to me that he is very good at marketing books and selling himself as a speaker. But a great consultant he is not. At least it does not come across in his book.
1 of 1 people found the following review helpful:
 A DEFINITE "MUST HAVE" book for Consultants, 2007-02-07
Alan has done it again, as he has so many times before. This is yet another book full of relevant advice, common sense, and just good stuff all round! As with all of Alan's boooks, this is a definite "NEED TO" book for ALL consultants who call themselves PROFESSIONAL.
3 of 3 people found the following review helpful:
Excellent Sales Book!, 2006-12-09
I have read almost all the books in this series as well as several others on the topic Mr. Weiss has written. They are all excellent! Contrary to another reviewer this book is not a rehash of other material. This book is incredible in telling consultants how to track down and land new clients, which is the life blood of any consulting practice.
I loved the section on overcoming objections. In my practice I have run into some of these objections as well as others and never had a good answer for them. Now I do. The material in this book changed my consulting sales in the one year since I started implementing the ideas and revenue has doubled in that same year.
If you are a consultant and have ever struggled with over coming objections, searching for new clients, or landing new business then you need to read this book.
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