Okay, I know, there are A LOT of recommendations out there, but I’m basing my list on personal experience, and what I really feel like will benefit someone in the long run. These books aren’t necessarily going to cover management or cashflow models, but more so on building up intrinsic skills to help you be successful from the start.
So, without further ado, lets kick it off… Also, these are in no particular order.
Never Split the Difference: How to Negotiate Like Your Life Depends on It
by Chris Voss
First off, I flipping love this book! There’s just something about the way Chris Voss applies hostage negotiation techniques to the business world that I find fascinating. For those of you who don’t know, Chris Voss is a former FBI hostage negotiator, and he shares insights into negotiation strategies based on his real-life experiences. This dude has lived a life, and his stories are incredible. The book provides practical techniques for effective communication, understanding the other party's perspective, and achieving successful negotiations – and when I say successful negotiations, its essentially manipulating the other party into proposing the terms that you originally came up with, it’s an impressive read.
Key Takeaways: You will learn tactical negotiation skills, including the art of tactical empathy, mirroring, and labeling. These skills can be invaluable for consultants engaged in client negotiations, project discussions, and various business dealings.
Check out "Never Split the Difference"
It's worth it for the stories alone, but also the practical tools and techniques that he gives you throughout the book.
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How to Win Friends and Influence People
by Dale Carnegie
This is an older one (first published in 1936), but honestly, the lessons all still apply today. I think it was originally published as a self-help book, but it really provides practical advice on interpersonal skills and effective communication. Given how long ago it was published, the book has remained influential for people seeking success in both personal and professional relationships. When I first read it, it helped me a lot with current relationships and creating new ones. Its definitely an invaluable tool for meeting people and building your network.
Key Takeaways: As you read through this book, you’ll learn how to build genuine relationships, what the power of a smile can do, how to become a good listener, and how to win people to your way of thinking, among other things. In a way, there is some overlap with Chris Voss’s book, but this puts more emphasis in building genuine relationships rather than manipulating people into doing what you want.
For Personal and Professional growth, you should read "How to Win Friends and Influence People"
This is a great book on how to build lasting relationships that translates well to the professional world.
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The McKinsey Way
by Ethan M. Rasiel
I guess you can’t have an article about consulting books without talking about Ethan Rasiel’s “The McKinsey Way.” I know, everyone has their own opinions on McKinsey, good experiences, bad experiences, but they’ve been a leader in the space for decades, so clearly they’re doing some things right. But I digress… What I like about this book and why I feel it should make this list is that is covers the core aspects of problem-solving, client communication, and project management, all very relevant and needed skills for a consultant in any industry.
Key Takeaways: When you read the book, you’ll get some valuable lessons on structured thinking, effective teamwork, and client engagement. It serves as a practical guide for understanding the consulting mindset.
Definitely worth checking out "The McKinsey Way"
For a little more on actual good consulting practices and techniques, The McKinsey Way is a good foundation to grow from.
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The Trusted Advisor
by David H. Maister, Charles H. Green, and Robert M. Galford
I feel like this title has definitely become a cliché over the years, and I can’t tell you how many times I’ve used “Trusted Advisor” in proposals, but we’re here to talk about the book, not my cliché writing. What I like about this book is that it talks about building trust in client relationships. It dives into the qualities that make a consultant a trusted advisor, and discusses the importance of credibility, reliability, and intimacy in client relationships. Are you starting to see a theme here? Most of these books are more about soft skills and dealing with people, than specific technical knowledge.
Key Takeaways: This book provides a roadmap for you to develop trust, deepen relationships, and enhance your effectiveness in delivering advice and solutions that truly matter to clients.
These techniques really do help "The Trusted Advisor"
When it comes to learning how to become an invaluable resource to your clients, this book really hits the mark.
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Million Dollar Consulting
by Alan Weiss
This book is often considered a valuable resource for consultants starting their own independent consulting business. It provides practical insights, strategies, and guidance based on Alan Weiss’s extensive experience in the consulting industry. I particularly like Million Dollar consulting because it was somewhat of a guide for me when I left corporate America to give it a shot on my own. While I didn’t take all of his advice, there’s definitely a lot I took away from it.
Key Takeaways: There’s a lot to take away from this book, but here are my top topics. Weiss talks about building a strong brand and the importance of positioning yourself as an expert – this is huge for anyone new starting out when it comes to establishing credibility and attracting clients. Mindset and Confidence is another area, and it’s a lesson everyone could use. The guidance here can be empowering for consultants who may face challenges and uncertainties as they start out on their own. Finally, Continuous Learning. This one might be kind of a “duh, you should always be learning” topic, but its so true. Being able to stay up to date on industry trends is key to succeeding in this industry – ongoing improvement and adaptability.
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Explore the insights of "Million Dollar Consulting" and accelerate your success in the consulting industry.
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Honorable Mention
Okay, so I have one honorable mention, and it’s not even a book, more of a resource. Learn to love all things Harvard Business Review (HBR). This is a huge resource when it comes to understanding concepts, coming up with new ideas, or getting spun up on topics you’re kind of unsure on. If you want to learn about key management concepts and how to implement them, there’s several articles on that. Are you going to be a Diversity and Inclusion practitioner? Lots of material on that too. And it’s all GOOD material too. These contributors are all experts in their fields, and it’s a great place to continually learn and expand your toolkit.