| 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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