Consulting Success: The Proven Guide to Start, Run, and Grow a Successful Consulting Business by Michael Zipursky is a comprehensive guide for individuals looking to start, improve, or expand their consulting businesses. The book provides practical advice and strategies for achieving success in the consulting industry. Here are the key ideas from the book:
Consulting as a Business
Zipursky emphasizes that consulting is not just a profession but also a business. Successful consultants need to approach their work with an entrepreneurial mindset and focus on building a profitable consulting practice.
Specialization and Niche
The book highlights the importance of specialization and finding a niche within the consulting industry. Consultants are encouraged to identify their unique expertise and target specific industries or clients.
Building a Personal Brand
Consultants should invest in building a strong personal brand. Zipursky discusses the value of thought leadership, publishing content, and speaking at conferences to establish credibility and attract clients.
Client Relationships
The book emphasizes the significance of building strong client relationships based on trust, communication, and delivering value. Consultants should listen to their clients' needs and provide solutions that address specific challenges.
Marketing and Positioning
Zipursky provides guidance on effective marketing strategies for consultants, including online and offline tactics. He stresses the importance of a compelling value proposition and clear positioning in the market.
Pricing and Value-Based Fees
The book discusses various pricing models for consultants, with an emphasis on value-based fees. Consultants are encouraged to align their pricing with the value they provide to clients rather than charging by the hour.
Sales and Business Development
Zipursky offers strategies for sales and business development, including prospecting, lead generation, and closing deals. He emphasizes the need for a structured sales process.
Client Acquisition
Consultants are encouraged to adopt a systematic approach to acquiring clients, including leveraging referrals, partnerships, and online marketing channels.
Consulting Proposals
The book provides advice on creating compelling consulting proposals that clearly outline the scope of work, deliverables, timelines, and pricing. Effective proposals can help consultants win new projects.
Project Delivery and Execution
Consultants should focus on delivering exceptional results for their clients. Zipursky discusses project management, client communication, and quality control as key aspects of successful project execution.
Scaling the Consulting Business
For consultants looking to grow their businesses, the book offers insights into scaling, hiring team members, and managing operations effectively.
Client Retention
Building long-term relationships with clients is crucial for sustaining a consulting business. Consultants are encouraged to continue adding value and offering ongoing support to retain clients.
Continuous Learning and Improvement
Zipursky emphasizes the importance of continuous learning and professional development. Successful consultants should stay updated on industry trends and refine their skills.
Work-Life Balance
While building a consulting business, maintaining a healthy work-life balance is essential. The book provides strategies for managing time and stress effectively.

In "Consulting Success," Michael Zipursky provides a roadmap for aspiring and established consultants to thrive in the consulting industry. The book covers every aspect of running a successful consulting business, from finding a niche and acquiring clients to delivering value and building a strong brand. It serves as a valuable resource for consultants looking to achieve sustainable growth and success in their careers.