| Dedication Acknowledgments Introduction 1. The Worldview 1. Why Go Global Because it's as easy to consult in Kuala Lumpur as it is in Kansas The earth isn't flat, it's right here We are more alike than apart Harsh truth: American English, American dollar, American knowledge Capitalism compels collaboration 2. Projecting Expertise and Building Relationships How to be nearby from 8,000 miles away The trick to projecting expertise: first get the right type Breaking in is relatively easy to do Once you've formed the relationships, keep connecting Amplifying the impact of your brand and presence: adapting to local need 3. Creating International Presence Alliances and the appeal of the knowledge exporter What Drucker said The local alliance Physical presence The local, formal office 2 The Itinerary 4. Prerequisites for Success: Material Creating your own time machine Staying on top of your game You don't have to be a pack animal When things go "bump" in the night There's feeling good and looking good 5. Prerequisites for Success: Personal Educating yourself Education basics: before advising others, let's teach ourselves how to get things done Educating yourself for success: understanding countries and people Educating yourself for life: lifelong learning Educating habits: global credibility 6. Prerequisites for Success: New Paradigms Creating global value Creating new value Make sure you know what you've got To make a global impact, build momentum Decide how you want to deliver value Make it easy Interlude Omar Alan 3 The Journey 7. Applying Value-Based Pricing Your time is not the issue and had better not be The philosophy of value based fees The fundamentals of value based pricing Overcoming objections and creating converts Using value based pricing internationally 8. Adding Value Across Cultural Distinctions What you shouldn't adapt is as important as what you should Experience it yourself Be attuned to where and with whom you are interacting Celebrating together Reasons to ignore cultural variance 4. Distinctive Places and Sites 9. Getting Paid How not to accept 18 gross of native straw baskets (a true story) Round up the usual suspects (normal obstacles) Terms of endearment (how to grease the skids) Expenses are expensive The express lane 10. The Software for Global Consulting How to make the continuing sale to yourself Making the ongoing sale: self-esteem Enthusiasm for the ongoing sale: pick your friends Opportunities for the ongoing sale: pick your clients Calibrating the ongoing sale: choose your feedback Progress is what matters 11. Life Balance Enjoying the challenge with family, friends, and colleagues Time balance Family and emotional balance Mental balance Energy balance Making a life Appendices A. Best Ways to Travel Planes Trains Water Travel Other Note-Worthy Travel Modes B. Our Favorite Hotels and Restaurants in Our Favorite Cities New York London Paris Istanbul Dubai Bangkok Hong Kong Shanghai Tokyo Australia Others C. Vacation Glory Omar Alan Index |
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