You're the Boss : Growing and Selling a Successful Consulting Firm book cover
1st Edition

You're the Boss
Growing and Selling a Successful Consulting Firm

ISBN 9781498751896
Published May 2, 2016 by Productivity Press
202 Pages 12 B/W Illustrations

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USD $39.95

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Book Description

There is no magic formula for growing a successful consulting firm, but the few most important factors you must know are critical regardless of the type of consulting firm you are trying to grow. With leadership, diligence, discipline, and sustained effort, these principles can help you achieve your most visionary business aspirations.

If you entered consulting to make a quick dollar, or to supplement your income, this book won’t offer you much. If, instead, you are hoping to create a sustainable enterprise that accumulates value you can capitalize on, then this is the book for you.

You're the Boss: Growing and Selling a Successful Consulting Firm is written in a warmly conversational manner, making it accessible to novice consultants as well as seasoned professionals. It is an ideal resource for business consulting entrepreneurs who want to:

  • Strategically steer their own rewarding business venture
  • Grow their business and employ others in rewarding careers
  • Profit from the sale of a highly successful independent business

This book focuses on the creation of a capital asset and independent wealth, not just the mechanics of consulting. Bringing together the experiences and lessons learned from a dozen highly successful consulting entrepreneurs, the book provides stories that highlight the lessons in action in the USA, UK, Australia, Asia, and South Africa.

The book is segmented into nine distinct lessons charting the journey of a successful consulting firm—from inception to sale. In addition, it presents the author’s proprietary growth model that he has applied successfully during his professional consulting experience, and which he credits for much of the commercial success he has experienced.

Table of Contents

Lucrative Wisdom
The Core of Consulting
The Three Forms of Consulting
Your Shelf Life
The Consultant’s World
Three Tips

The Exit Strategy
Writing Your Story Backward
Know Your Exit Value Perspectives
The Challenge of an Exit Strategy
Predicting the Unpredictable
What Is Your Price?
Creating Flexibility
The Cell Model
Systems and Processes
Three Tips

Finding and Keeping Consultants
Typecasting Consultants
A Taxonomy of Must-Have Consultants
Sources of Consultants
The Starting Conundrum
The Characteristics of Good Consultants
Finding Consultants
Consultants Who Can Sell Work
Creating an Engaging Workplace
Three Tips

Building Your Firm
Your Firm’s Building Blocks
Connecting Sectors and Services
Projecting Resilience
Three Tips

Grow with Purpose
The Mechanics of Growth
Profit versus Growth
Growing without Growing Pains
Getting Your Managers to Grow
Three Tips

Debt-Free Growth
Growth Funds and Growth Rates
Growing in Fees-to-Salary Increments
Cash Is King
Shepherding Your Debtors
Smoothing Revenues
Creditor Management
Debt-Free Growth Is Not Forever
Three Tips

To Partner or Not to Partner
The Advantages and Risks of Partnering
The Partnership Charter
What Partners?
Friends as Partners
Three Tips

Mistake 1: It’s All about the Big Picture
Mistake 2: Planning Is for Gumbies
Mistake 3: Leave Managing the Cash to the Accountants
Mistake 4: Compromise Your Quality
Mistake 5: Let Your Principles Dilute with Time
Mistake 6: Hire Quickly
Mistake 7: When the Going Is Good, You Don’t Need Business Development
Mistake 8: Build Your Overheads Up
Three Tips

Initiating the Exit
The Preparation
Accessing Buyers
Managing Your People During the Sale
Responding to Your People’s Needs
Dealing with Buyers
Stewardship of Your Clients


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Dr. Raj Aseervatham has more than 30 years’ experience in government, private industry, and consulting. He has worked across a broad range of sectors in the United States, South America, Europe, Asia, and Africa. He earned four degrees, including a PhD in engineering, and an MBA majoring in international projects.

In his consulting career, he has established multinational consulting sectors for one of the world’s largest consulting firms, started and grown three successful consulting enterprises, and provided strategic direction and governance on the boards of various organizations.