Introduction xi Other Works by Alan Weiss xiii PART ONE THE PAST 1 Chapter 1 Getting Started Mentally and Emotionally 3 How to Prepare Yourself: What You Know and Don't Know 3 How to Prepare and Embrace Resilience and Agility 6 How to Build and Sustain High Levels of Self-Esteem 10 How to Talk to Anyone at Any Time (L-D-R-B) 12 Chapter 2 Getting Started with Relationships and Support 17 How to Involve Your Family and Friends 17 How to Create an Ideal Business Structure 20 How to Create Support Mechanisms and Groups 25 How to Remain "Grounded" 28 PART TWO THE PRESENT 33 Chapter 3 Getting Started in Marketing and Sales 35 How to Apply "Marketing Gravity" 35 How to Close a Sale 41 How to Set Fees 45 How to Create Proposals That Are Accepted Every Time 49 How to Continually Build Your Brand 57 Chapter 4 Getting Started in Methodology 61 How to Be Diagnostic and Prescriptive at the Right Times 61 How to Apply a "Unified Field Theory" of Consulting 64 How to Protect Your IP 69 How to Evaluate and Apply Artificial Intelligence 72 Chapter 5 Getting Started in Innovation and Intellectual Capital 77 How to Create Intellectual Property Daily 77 How to Understand and Apply the Three Kinds of Innovation 80 How to Embrace Critical Thinking Skills 84 How to Leverage Your Intellectual Capital 87 Chapter 6 Getting Started in Implementation 91 How to Become a Director and Not a Performer 91 How to Resolve Implementation Obstacles 94 How to Truly Partner with the Client 97 How to Become a Trusted Advisor 100 PART THREE THE FUTURE 105 Chapter 7 Getting Started in Financial Security 107 How to Master Total Days to Cash (TDTC) 107 How to Maximize and Meet Your Future Monetary Requirements 109 How to Create Global Income 112 How to Create Passive Income 116 Chapter 8 Getting Started Again If You Stall 121 How to Overcome Environmental Challenges 121 How to Overcome Personal Challenges 124 How to Change Your Thrust and Focus When Needed 128 How to Create Successful Marketing (Not Business) Plans 131 Chapter 9 Getting Started in Being THE Expert 135 How to Identify and Dominate Your "Public Square" 135 How to Engage in "Shameless Self-Promotion" Effectively 138 How to Extricate Yourself from the Crowd and Social Media 141 How to Publish a Book a Year (or More) 145 Chapter 10 Getting Started on the Next Phase 149 How to Initiate Trends and New Practices 149 How to Practice "Win/Win" Philanthropy 153 How to Anticipate Realistic Futures 155 How to Answer the Question: "Whom Do I Want to Be?" 158 Appendix 161 If You're a Current or Retired Executive Considering Solo Consulting 161 Sample Letters of Agreement 164 Letter of Agreement 167 Sample Proposal 169 101 Questions for Any Sales Situation 175 Seventy Ways to Increase Fees 185 Acknowledgments 189 About the Author 191 Index 193.