When I was a full time founder and solo consultant, one of my few regrets was that I didn’t read Alan Weiss’s books sooner.
Particularly:
- Million Dollar Consulting, Sixth Edition (read totally)
- The Consulting Bible, Second Edition (partially read, great reference)
Alan Weiss not only changed the way I think about sales, he helped me more deeply understand the value of my skills in a way that helps me negotiate what I get paid.
In short, he gave me a lot of confidence about the value of what I provide, and that confidence has stuck with me.
There is a funny thing that happens when you know what you are worth and you let people know what you are worth…you get paid more.
Capitalism has its rough edges sure, but when it works for you instead of against you it feels pretty great.
When you see your bank account go from 4 to 5 digits it starts to feel pretty real.
Author's note: Claude wants me to elaborate more about how the books changed me. I will if folks email about it, but otherwise folks should just read the books ^_^