Leadership

19 books for an IT consultant's library

Get Clients Now!

Get Clients Now!
Rick Freedman writes: "This is the most valuable book I've found in this area, though it is not strictly a consultant-focused book; it is targeted to any services professional who is trying to build a client list. C.J. Hayden offers a stepwise program for understanding your own marketing and promotional skills and deficiencies, and then building a plan to generate leads and pursue and close business."

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About

Mary Weilage is a Senior Editor for CBS Interactive. She has worked for TechRepublic since 1999.

5 comments
juhlster1021
juhlster1021

I know that Tech Republic wants as many page loads as possible for their web traffic stats, but lordy, do you really have to force a refresh of the whole page every time we look at every slide on every one of your many slide shows? Let's get some Ajax rolling here, for Pete's sake. [throw_in object="towel" /] I've grown too tired of this type of traffic-stat building shenanigans to click on any more TR slide shows. Mercy, please!

don
don

When I first starting consulting in IT (Small Business Networks), there was very little that covered the topic, and unless I wanted to call up my potential competition, I didn't have many resources to help me with pricing, contracts, etc. From Serf to Surfer: Becoming a Network Consultant ~Matthew Strebe Great get going book. Marginally fun, and easy to read... Don

dallen200
dallen200

An actual hand-written review of these books would have been helpful, rather than a cut and paste job from Mr. Freedman. Did you like any of them? Have you used any?

Sensor Guy
Sensor Guy

I do mostly forensic IT consulting and try to fix broken IT shops and projects when I'm not into development. Many times technologists focus on the craft, the process and technologies. You must first focus on the client, the personalities you will encounter, the image you want to protect and the career path you've chosen. Here's some ideas on books about the "other" side of consulting which I wish some of the software consultants had read BEFORE they got into a project: 1. "What Would Machiavelli Do?" by Stanley Bing 2. "House of Lies" by Martin Kihn 3. "Dangerous Company" by O'Shea and Madigan 4. "Soldiers of Fortune 500" by Steve Romaine 5. "Bluff Your Way in Consultancy" by Nigel Viney 6. "Consulting Demons" by Lewis Pinault 7. "Rip-Off: The scandalous inside story of the management consulting money machine" by David Craig There's other books on the craft, technology consulting I'd recommend as well, but if you read the above you'll have awareness of what kills most software consulting projects and what IT consultants should avoid and/or exploit for success.

AJayVee
AJayVee

"Selling the Invisible" by Harry Beckwith "Solution Selling" by Michael Bosworth