Summary of How to Acquire Clients

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How to Acquire Clients book summary


8 Overall

10 Applicability

6 Innovation

8 Style


When it comes to the consulting business, Alan Weiss has been there, done that and probably consulted for the T-shirt company that sold you the T-shirt. So what does a consultant do when he’s mastered the consulting business? Why, he becomes a consultant to consultants of course. Weiss has perfected his craft. His book takes you into the buyer’s office, a rarified atmosphere where being too anxious to please can cost you business fast. Weiss has an instinctive understanding of the relationship between prospect and consultant, and an uncanny ability to communicate it. He makes you feel empowered to strike out and start your own seven-figure consultancy - except you’d be competing against the likes of Alan Weiss. strongly recommends his book to both veteran consultants and neophytes

In this summary, you will learn

  • How to recruit consulting clients through a frontal attack, infiltration or a flanking maneuver; and
  • How to answer objections to buying your services.

About the Author

After being fired in 1985, Alan Weiss started Summit Consulting Group, Inc. His clients include Hewlett-Packard, Coldwell Banker, Merrill Lynch and Merck. With a Ph.D. in organizational psychology, he’s served as a visiting faculty member at eight universities. He has published more than 400 articles and 16 books, including Getting Started in Consulting, The Ultimate Consultant and Our Emperors Have No Clothes.



Hit the Road
As a consultant, you will face the day when you have to get out and sell your wares. Often, a new consultant with terrific expertise in his or her own area has never experienced the need to sell. The greatest sales successes happen when these conditions flow together:

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