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Preface
Foreword
1. Why Consulting Is So Tough
Sherby's Laws of Consulting
There's Always a Problem
The Ten Percent Promise
The Ten Percent Solution
It's Always a People Problem
Marvin's Law
Never Forget They're Paying You by the Hour
The Credit Rule
The Lone Ranger Fantasy
The Fourth Law of Consulting
The Law of Raspberry Jam
Weinberg's Law of Twins
Rudy's Rutabaga Rule
After Rutabagas, Then What?
The Hard Laws of Consulting
The Hard Law
The Harder Law
The Hardest Law
2. Cultivating a Paradoxical Frame of Mind
Why Paradox?
Optimitis and The Tradeoff Treatment
Tradeoff Charts
The Tradeoff Treatment
Time Tradeoffs
Now Versus Later
Fisher's Fundamental Theorem
Risk Versus Certainty
The Third-Time Charm
The Orange Juice Test
3. Being Effective When You Don't Know What
You're Doing
The Problem with Specialists
The Elephant in the Boardroom
Out of Your Depth
Marvin's Medical Secrets
The First Great Secret
The Second Great Secret
The Third Great Secret
The Fourth Great Secret
The Fifth Great Secret
The Sixth Great Secret
Featuring Failure
The Bolden Rule
The Bolden Rule In Consulting
Featuring Your Own Failures
Faking Success
Newspeak
The Gilded Rule
The Inverse Gilded Rule
The Gilded Consultant
4. Seeing What's There
The Law of the Hammer
Inventing a Tool to Improve Vision
The Study of History
A Long, Yeasty Story
The White Bread Warning
Bouilding's Backward Basis
Spark's Law of Problem Solution
Study Guides
The Why Whammy
How to Dress a Consultant
The Endless Supply of Reasons
Seeing Beyond the Conspicuous
The Bigness is Not the Horse
The Label Law
Maintenance Versus Design
The Misdirection Method
The Three-Finger Rule
The Five-Minute Rule
5. Seeing What's Not There
Missing Tools
Reasoning from What Isn't There
The Level Law
The Missing Solution
The Missing History
The Missing Request for Help
How to See What Isn't There
Be Aware of Your Own Limitations
Use Other People
Investigate Other Cultures
Use Laundry Lists
Check the Process
On Being Ridiculous
Why I Stopped Being a Professor
Weinberg's Law of Fetch
The Rule of Three
Loosening Up Your Thinking
Look for Analogies
Move to Extremes
Look Outside the Boundary
Look for alibis Versus Explanations
The Emotional Component
The Incongruence Insight
Brown's Brilliant Bequest
6. Avoiding Traps
Staying Out of Trouble
Laws, Rules, and Edicts
A Mysterious Christmas Gift
Triggers
The Main Maxim
The Art of Setting Triggers
The Potato Chip Principle
One-Liners
The Titanic Effect
Triggering on Natural Events
Building Your Own Bell System
Attached Notes
Tally cards
Physical Devices
Other People
Signals
Mutual Trigger Pacts
Using Your Unconscious Mind
The Songmeister
Limits to the Unconscious
Watching the Inside of Your Head
7. Amplifying Your Impact
The Consultant's Survival Kit
Keeping Ahead of Your Clients
Jiggling Stuck Systems
Getting Stuck
The Jiggler Role
Stuck by Overload
Stuck Communication
Opportunities to Jiggle
The Law of the Jiggle
Teaching the Blind
The Elephant
Changing Perceptions
The Hippopotamus
Changing Awareness
Seeing Internal Behavior
Seeing Feelings
The Powerful Consultant
8. Gaining Control of Change
Weinberg's Law Inverted
Prescott's Pickle Principle
Beating the Brine
The Forces of Change
Roamer's Rule
Homer's Rule
The Most Powerful Force for Change
Romer's Rule
Controlling Small Changes
A Change That Makes No Difference
The Fast-Food Fallacy
The Strong and Unrelenting Force
Ford's Fundamental Feedback Formula
The Weinberg Test
Measuring Effectiveness
Putting Your Money ...
9. How to Make Changes Safely
Pandora's Pox
My Pox
The New Law
Pandora, Archetype of Change
The Worst Affliction
Living with Failure
The Dealer's Choice
Accept Failure
Trade Improvement for Perfection
Apply the Rule of Three
Invent a Backup
Preventive Medicine
The Edsel Edict
Choosing Your Time and Place
The Volkswagen Verity
The Time Bomb
Rhonda's Revelations
Crisis and Illusion
The Struggle to Preserve
Illusions Only make it Worse
10. What to Do When They Resist
Appreciating Resistance
Getting the Resistance Out in the Open
Your reaction
Their Action
Naming the Resistance in a Neutral Way
Waiting for a Response
Dealing with Questions
Locating the Nature of the Resistance
A Buffalo Story
The Buffalo Bridle
A Dog Story
A People Story
Work Together to Discover the Source
Find and Test Alternative Approaches
Preventing Resistance
Reducing Uncertainty
Getting Out of the Way
11. Marketing Your Services
How Consultants Get Started
The Laws of Marketing
The Right Amount of Business
The Best Way to Get Clients
Exposure Time
How Important Are You?
Big Clients
Lynne's Law of Life
More Laws of Marketing
Satisfied Clients
Giving It Away
The Duncan Hines Difference
Doing Nothing Is Doing Something
Marketing for Quality
12. Putting a Price on Your Head
Sex and The First Law of Pricing
Image and The Second Law of Pricing
More Than Money: The Third Law of Pricing
Alternative Fees: The Fourth Law of Pricing
Need For Money and The Fifth Law of Pricing
Fee as Feedback: The Sixth Law of Pricing
Fees for Special Effects and The Seventh Law
of Pricing
Negotiation and The Eighth Law of Pricing
The Principle of Least Regret: The Ninth Law
of Pricing
Fee as Feeling: The Tenth Law of Pricing
13. How to Be Trusted
Image and The First Law of Trust
Price Versus Trust
The Value of Explanations
Fairness and The Second Law of Trust
Lost Trust and The Third Law
Tricks and The Fourth Law of Trust
Who's Lying? The Fifth Law of Trust
Protection and The Sixth Law of Trust
Honesty and The Seventh Law of Trust
Promises, Promises, and Two More Laws of Trust
Contracts and The Tenth Law of Trust
Trust and The Golden Rule
14. Getting People to Follow Your Advice
Roots
Lessons from the Farm
Readings and Other Experiences: Where to Go
If You Want More
Effective Thinking
Working with People
Counseling
Meetings
Handling Resistance
The Family Model
Laboratory Training
Trust
The Consulting Trade
The Consulting Business
Personal Development
The Journal
Continuing Education
Happiness
Listing of Laws, Rules, and Principles
Index
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