Million Dollar Consulting
The Professional's Guide to Growing a Practice
by Alan Weiss · first published 1992
67% recommend25% neutral8% critical
Why HN recommends it
Step-by-step blueprint for moving from hourly freelancer to consultant, covering lead generation, proposals, and value-based pricing. Aimed at soft-skill consulting but useful to developers and technical contractors.
Summarised by Claude from recommending comments
The Long-Awaited Update for Buildinga Thriving ConsultancyCompletely updated for today's busier-than-ever consultants, this classic guide covers the ins andouts for competing and winning in this ultracompetitive field. You'll find step-by-step advice on howto raise capital, attract clients, create a marketing plan, and grow your business into a $1 million-per-yearfirm, plus brand-new material on:Blogging and social networkingGlobal consultingDelegating laborProfiting in a troubled marketRetainer businessInternet marketingPraise for the previous editions of Million Dollar Consulting:"If you're
Affiliate links. As an Amazon Associate I earn from qualifying purchases.
Mentions per year
What Hacker News says
Related books
2009–2024The trusted advisor
David H. Maister, Charles H. Green, Robert M. Galford
Recommended by 5 · mentioned by 85 recommend · 8 mention5 recommend · 85 recommend
2007–2026Secrets of Consulting
Gerald M. Weinberg
Recommended by 47 · mentioned by 6847 recommend · 68 mention47 recommend · 6847 recommend
2007–2026The E-myth revisited
Michael E. Gerber
Recommended by 126 · mentioned by 170126 recommend · 170 mention126 recommend · 170126 recommend
…knowledge about the topic and B) LOOK LIKE you have an expert level of knowledge about the topic. Those are two separate, but essential things. 2. Go for 70-30 split of listening to talking. 3. Read Million Dollar Consulting by Alan Weiss 4. Make sure to read a lot in the early days, but don't expect to get more than two or three insights from any particular book (for example the insight in the Weiss book that has proven…
on “Ask HN: What was your experience starting a tech consultancy?” ↗There's a guy named Alan Weiss[1], who is widely regarded as an expert (maybe the expert) on consulting. He has written several very popular books, including Million Dollar Consulting[2] and The Consulting Bible[3]. You may find his work useful. However, note that he would probably not classify what you're talking about (if I understand correctly) as "consulting" at all. His take…
on “Ask HN: How do I start being a consultant?” ↗You should consider reading some of Alan Weiss' consulting books. He really advocates project/value based fees instead of time based fees. Million Dollar Consulting: http://www.amazon.com/gp/redirect.html?ie=UTF8&location=... Getting Started In Consulting: http://www.amazon.com/gp/redirect.html?ie=UTF8&location=... Value Based Fees: http://www.amazon.com/gp/redirect.html?ie=UTF8&location=...…
on “Ask YC: What are the going rates for consulting gigs?” ↗This is a large topic, but I can recommend the book Million Dollar Consulting by Alan Weiss as a good starting point. More immediately, you might ask whoever is buying your services for some insight into how your tasks fit into their business goals and the ROI they expect to get…
…but not that surprising, perhaps). Couple other random thoughts: "Selling the Invisible" (beckwith?) - useful to read. Not specifically tech-oriented, but will get you in the right frame of mind. "Million Dollar Consulting" (weiss?) - may give you a different perspective on freelance consulting. Contact local design shops to see if they need an extra pair of hands on call. Put up a portfolio website with a phone number.…
on “Ask HN: How do you find clients?” ↗…their awesome in to money. Finding employers that are good at that, and that derive a lot of value from what you provide is a harder problem to solve, but more rewarding financially in the end. Reading "million dollar consulting" (allan weiss) changed a lot of my thinking on this subject. It feels a bit dated now, but conceptually thinking about value instead of time for money, even if time for money is all you can get, still…
on “Your Rate - A better way to calculate your hourly freelance rate” ↗You might like Alan Weiss's "Million Dollar Consulting"
on “Freelance or job?” ↗…completely unmotivated to work hard for them. Here's a really good book about consulting that helped me. Not focused on software consulting, but a lot of the concepts are the same: http://www.amazon.com/Million-Dollar-Consulting-Alan-Weiss/d...
on “How to Avoid Problem Clients” ↗Assuming you want to stay a solo contractor, Alan Weiss' "Million Dollar Consulting" is a great book to read on this subject. It's written for soft-skill consulting (management, HR, etc) but is highly applicable for developers and technical consultants too. His main angle is to shift…
on “Ask HN: How do I get over my 100k wall?” ↗…reading suggestions already. If you're looking to up your game from Freelancer/Contractor, you'll do well to read Alan Weiss, The Guru of building a successful consulting business > http://www.amazon.com/Million-Dollar-Consulting-Alan-Weiss/d...
on “Ask HN: How to move beyond “freelancer”?” ↗> T-shaped skill set that I think very much applies to this kind of business... Solid advice, I might add the wisdom Alan Weiss is a must read for new consultants > https://www.amazon.com/Million-Dollar-Consulting-Professiona...
on “Ask HN: Business ideas for solo developers?” ↗* Study everything that bdunn and patio11 have to say on here. They get it. * Read Million Dollar Consulting. There's a whole blueprint in there to turn yourself from an everyday freelancer to a pro consultant mindset. * SimpleProgrammer was okay. Read it if you want, but it's a bit gimmicky. * * * H U S T…
on “My First Year of Freelancing” ↗Collected some suggestions here: https://www.gkogan.co/blog/consulting-advice/ Read: Million Dollar Consulting, by Alan Weiss. Do: Build your visibility and credibility. Fish where the fish are. Where are your target buyers spending their time and getting their information? Find a way to publish there. Figure…
on “Ask HN: We have the expertise but no clients. How to reach them?” ↗…selling anything to them. That's what made the difference for me. I partnered with a marketing consultant and she added me to her services every time she got a new client. The best book on this would be Million Dollar Consulting from Alan Weiss. Do your job well and then promote yourself to reading Trillion Dollar Coach ;))
on “Ask HN: How did you transition from FTE to self-employed/sole proprietor?” ↗…go paid once I went out on my own. For the next few clients, approached investors I knew from that and other startups, who referred me to portfolio companies who needed me. I wish I'd read Alan Weiss's Million Dollar Consulting at the beginning though, I would have avoided many mistakes (like day-rate billing).
on “Ask HN: How did you land your first projects as a solo engineer/consultant?” ↗