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

You're the Boss

Growing and Selling a Successful Consulting Firm, 1st Edition

By Raj Aseervatham

Productivity Press

188 pages | 12 B/W Illus.

Purchasing Options:$ = USD
Hardback: 9781498751896
pub: 2016-05-02
eBook (VitalSource) : 9780429255267
pub: 2016-05-02
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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



About the Author

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.

Subject Categories

BISAC Subject Codes/Headings:
BUSINESS & ECONOMICS / Human Resources & Personnel Management
BUSINESS & ECONOMICS / Management Science
BUSINESS & ECONOMICS / Workplace Culture