PART IPHILOSOPHYCHAPTER 1The Twenty-First Century Expert Consulting is now about expertise and the varying ways to provide it to clients.And that expertise has to be around processes and not content.• Expertise Is a State of Being • Providing Direction Depends on the Destination • The Process/Content Chasm • The Thought Leader Continuum CHAPTER 2Build It and Tell Them You’ve Built It,and THEN They Will Come This is the marketing business, and expertise without clients makes thetree falling with no one to hear it louder by comparison.• Selling Is Dead • What Brands Are Really About • When They Do Come, What Then? • Unified Field Theory of Marketing CHAPTER 3The Power of the Assertive Expert Humility is misunderstood. No one yells for a“humble heart surgeon.” Good enough isn’t enough.• Providing Free Value Continually • Why Being Plagiarized Pays • Copyright • Making Predictions • Peter Drucker Wasn’t Amiable INTERLUDE IThe Yin and Yang of Clients and Prospects PART 2VALUECHAPTER 4Maximizing Fees Equitable compensation means just that. You should bepaid based on your value, not your time, not your presence.The value mindset trumps the money mindset.• Why Base Fees on Value • Fee Formulas • Collaborative, Referral, and Subcontractor Formulas • Seventy Ways to Increase Fees CHAPTER 5How to Write a Proposal That’s Accepted Every Time A proposal is neither a negotiation nor an exploration. It is a summation ofconceptual agreement. The sale is made prior to the proposal.• The Role of Conceptual Agreement • The Nine Components of a Proposal • Total Days to Cash (TDTC) INTERLUDE IIThe Concept of Value PART 3EXECUTIONCHAPTER 6The Attack of the Esteem Monsters Success is undermined by low esteem, which is caused by fear.And the fear is entirely removable if we have the courage of our talent.• No One Is Shooting at You • Esteem and Efficacy • The Power of Questions over Answers • Maybe There Was Something Under the Bed CHAPTER 7The Reality of Technology You don’t need a drill. You need a hole.No one gets wealthy by having four backups.• The Utter Fallacy of Social Media • The Retail Market • How to Hire IT Help Without Becoming Helpless • Standing in the Public Square CHAPTER 8The Trusted Advisor How to provide maximum value with minimum labor andbuild the life of your dreams.• Coaching Isn’t Consulting, and Advising Isn’t Coaching • The Art of the Retainer • How to Position the Advisor Role:An Example Letter of Agreement • The Concierge Consultant INTERLUDE IIIWhat’s Your Worth? PART 4MEANINGCHAPTER 9The Ethics of the Expert What you shouldn’t do even if you can, and what you should doeven if you think you can’t. The law is not about morality.• Time-Based Fees Are All Unethical • When to Hold ’em and When to Fold ’em • Just Because It’s Legal Doesn’t Mean It’s Right • The Power of Pro Bono C H A P T E R 10Options for Growth Building a company, forming alliances, strategies forincreasing impact, if you want them.• Boutique Is Such a Strange Word • Feeding Chicks • Valuation: Can You Sell What You’ve Created? • The Power of Solo C H A P T E R 11Leverage: More Output for Less Input You can build a solo practice with arm’s-lengthrelationships if you’re careful about your arm.• Leverage: Using Something to Maximum Advantage • Alliances • Subcontracting • Outsourcing C H A P T E R 12Crisis Consulting Pandemics, natural disasters, local wars, economic roller coasters:your talent and value are needed. Walt Disney startedoperations during the Great Depression.• Thriving in Ambiguity • Offering Help • Remote Marketing • Remote Delivery C H A P T E R 13Legacy 213Your legacy is daily, and it’s the creation of meaning, not a search for meaning.Are you writing a new page, or is it blank, or the same oneover and over? Or is someone else writing it?• Who’s Pushing Your Buttons? • Creating Evergreen Intellectual Property • Who Do You Want to Be? EPILOGUEThe Best Practices for Creating andSustaining Your Endeavor Cathedrals last for hundreds of years.• Logistical, Financial, Legal, Unusual • Advisory Board • Destinies and Eventualities • Threats and Responses APPENDIX ATips from the Million DollarConsulting Community APPENDIX B101 Questions for Any SalesSituation You’ll Ever Face Index