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A Practical Guide to Building a Successful Consulting Business

In Getting Started in Consulting, renowned business consultant Alan Weiss delivers a straightforward, actionable roadmap for aspiring consultants aiming to build thriving practices. With decades of experience coaching professionals across industries, Weiss breaks down the complexities of consulting into manageable steps focused on value creation, client relationships, and personal branding.

Unlike many generic business guides, this book zeroes in on what matters most for consultants: positioning yourself as an expert, defining your niche, and developing a compelling value proposition that commands premium fees. Weiss combines practical advice with real-world examples to show how consultants can differentiate themselves in a crowded market, win clients, and grow sustainably.

Whether you’re transitioning from corporate life or starting fresh, Getting Started in Consulting offers an indispensable blueprint to launching and scaling a consulting business with confidence and clarity.

Top 10 Lessons from Getting Started in Consulting by Alan Weiss

1. Consulting is About Delivering Value, Not Hours

Weiss stresses the importance of shifting from selling time to selling results. Clients pay for outcomes, insights, and solutions not just your time.

Focus on impact, not inputs.

2. Position Yourself as an Expert

Specialization is key. Identifying and communicating a clear niche helps you stand out and attract ideal clients.

Expertise commands premium fees and trust.

3. Build Relationships Before You Sell

Consulting is a trust-based business. Invest time in networking, listening, and understanding client needs before pitching your services.

People buy from those they know, like, and trust.

4. Create a Compelling Value Proposition

Clearly articulate how your consulting solves client problems or accelerates their success. This is your unique selling proposition.

Make it about their success, not your credentials.

5. Pricing is About Value, Not Cost

Weiss advises consultants to price based on the value they deliver, not the hours worked. This mindset allows for better profitability and client satisfaction.

Charge for transformation, not transaction.

6. Learn to Say No

Not every prospect is a good fit. Weiss encourages setting boundaries and focusing on clients where you can add the most value.

Saying no is a strategic business decision.

7. Leverage Multiple Marketing Channels

From referrals and speaking engagements to digital content, Weiss highlights the importance of diversified marketing efforts to build visibility.

Consistent presence builds credibility over time.

8. Develop a Signature Process

Having a repeatable, proven methodology differentiates your consulting practice and simplifies client onboarding.

Systems scale success.

9. Invest in Continuous Learning

The best consultants never stop improving their skills, knowledge, and understanding of industry trends.

Growth is the consultant’s competitive edge.

10. Deliver More Than Expected

Over-delivering creates delighted clients, repeat business, and powerful referrals.

Exceed expectations to build lasting partnerships.

Final Thought

Getting Started in Consulting is an essential guide for anyone serious about turning consulting from a side hustle into a sustainable, rewarding business. Alan Weiss combines strategic insight with practical tools that empower you to launch confidently, attract the right clients, and create lasting impact.

If you want to build a consulting practice that thrives on value, trust, and expertise, this book is your blueprint for success.