This is a book conceived and created for the independent consultant and boutique consulting firm principal. Having established that, let me point out in the second sentence of the Introduction that the strategies, concepts, methodologies, and experiences described herein are equally valid for the partner and practitioner in a larger firm. My seminal work on consulting practices, Million Dollar Consulting , has been read by over half a million people since the first edition was published in 1992.

So a logical question is: “ How will this book be different? ” This is my most comprehensive book on consulting; that is, it tackles the profession from establishing a practice through seven - fi gure success, from acolyte to star. It will be updated and revised as needed, but there will also be continuing and organic additions through the online Virtual Appendix, available to you immediately at http://summitconsulting.com . Simply go to the site ’ s bookstore, select this book, and click on “ Appendix. ” There is no charge to access this at any time.

My latest thinking is incorporated here, including such recent intellectual

property as the Million Dollar Consultant ® Accelerant Curve; the role and creation of thought leadership positions; an expanded Market Gravity ™ Wheel; the Market Value Bell Curve; and how to become an object of interest (OOI).

Naturally, these are all incorporated into the context of societal, technological,

and economic conditions and likely trends. And I ’ ll be demonstrating how to

establish a success equilibrium in ongoing periods of volatility, and how to create your own volatility .

Finally, one of the critiques of my earlier works I ’ m happiest about (and

laugh at) is that I don ’ t explain how to evolve into a large firm with employees, assets, and infrastructure. Those critics don ’ t get it.

I ’ m a solo practitioner, I have no staff, and my margins are 90 percent —

I keep what I make. This is a bible to lead you to that land, where you are

totally independent, are reliant for victory or defeat on yourself alone, and can

invest in your own future, your profession, and your legacy, because you are

creating the greatest wealth of all, discretionary time. You ’ ll fi nd advice herein

on how to build a fi rm as one of two viable business models. But keep in mind that you don ’ t want to spend 40 years wandering to try to find the perfect model. You deserve to be successful along the way.

I ’ ve given this book a noble name because ours is a noble calling. Whether you are a newcomer or highly experienced, I will show you how to become superb at attracting and helping clients, so that you can enrich your life and the lives of those around you.

But first, you have to believe.

— Alan Weiss

East Greenwich, RI

March 2011