INDICE: I. The Worldview 1. Why Go Global Because it's as easy to consult in Kuala Lumpur as it is in Kansas o The earth isn't flat, it's right here o Weare more alike than apart o Harsh truth: American English, American dollar, American knowledge o Capitalism compels collaboration 2. Projecting Expertise and Building Relationships How to be nearby from 8,000 miles away o The trick to projecting expertise: first get the right type o Breaking in is relatively easy to do o Once you've formed the relationships, keep connecting o Amplifyingthe impact of your brand and presence: adapting to local need 3. Creating International Presence Alliances and the appeal of the knowledge exporter o What Drucker said o The local alliance o Physical presence o The local, formal office II The Itinerary 4. Prerequisites for Success: Material Creating your own time machine o Staying on top of your game o You don't have to be a pack animalo When things go "bump" in the night o There's feeling good and looking good 5. Prerequisites for Success: Personal Educating yourself o Education basics: before advising others, let's teach ourselves how to get things done o Educating yourself for success: understanding countries and people o Educating yourself for life: lifelong learning o Educating habits: global credibility 6. Prerequisites for Success: New Paradigms Creating global value o Creating new valueo Make sure you know what you've got o To make a global impact, build momentum o Decide how you want to deliver value o Make it easy INTERLUDE: TRAVELOGUE Great, not so great, odd, and bewildering aspects of life on the road o Omar oAlan III The Journey 7. Applying Value-Based Pricing Your time is not the issue and had better not be o The philosophy of value based fees o The fundamentals of value based pricing o Overcoming objections and creating converts o Using value based pricing internationally 8. Adding Value Across Cultural Distinctions What you shouldn't adapt is as important as what you should o Experience it yourself o Be attuned to where and with whom you are interacting o Celebrating together o Reasons to ignore cultural variance IV. Distinctive Places and Sites 9. Getting Paid How not to accept 18 gross of native straw baskets (a true story) o Round up the usual suspects (normal obstacles) o Terms of endearment (how to grease the skids) o Expenses are expensive o The express lane 10. The Software for Global Consulting How to make the continuing sale to yourself o Making the ongoing sale: self-esteem o Enthusiasm for the ongoing sale: pickyour friends o Opportunities for the ongoing sale: pick your clients o Calibrating the ongoing sale: choose your feedback o Progress is what matters 11. Life Balance Enjoying the challenge with family, friends, and colleagues o Time balance o Family and emotional balance o Mental balance o Energy balance o Making a life Appendices A. Best Ways to Travel o Planes o Trains o Water Travel o Other Note-Worthy Travel Modes B. Our Favorite Hotels and Restaurants in OurFavorite Cities o New York o London o Paris o Istanbul o Dubai o Bangkok o Hong Kong o Shanghai o Tokyo o Australia o And elsewhere C. Vacation Glory o Omar o Alan
- ISBN: 978-0-470-82386-6
- Editorial: John Wiley & Sons
- Encuadernacion: Cartoné
- Páginas: 240
- Fecha Publicación: 11/11/2008
- Nº Volúmenes: 1
- Idioma: Inglés