A consulting approach for marketing and executing BetaCodex Transformation

Dear all,

as a first topic in this message board in the forum, I would like to suggest the following:
What kind of consulting approach does one need to successfully
- market
- sell
- and execute
a full-fledge BetaCodex Transformation, or project?

From around 2002 or 2003 on, we have tried different approache for doing this. I remember a consulting project my colleague Robin Fraser started in Italy, in 2004 or so, and in which he started adopting his very rich and varied experience as a consultant to transformation. We later learned, however, that there were still a couple of elements missing to the approach, things that we only learned over time, and in projects that followed.
With Gebhard Borck (in Germany) and with Roberto Ebina (in Brazil), I tried a rather more customized approach to transformational consulting, from 2006 on. This approach was (or is) based upon the consulting concept presented by US author Alan Weiss, in his book "Million Dollar Consulting", among other books.
There are many ways in which the "Weiss approach" differs greatly from traditional consulting business models:
- work is not done or paid for by the hour, nor by day. "Value-based fees" are practiced, instead
- trust has to be established before starting the project - not afterwards
- the client is being offered a series of options to choose from
- the full project fee is being paid by the client, at the outset of the project, which assures transparency, ethical behavior, simplicity during the work relation, and an incentive not to delay the work. It also leads to a price and success guarantee. And, importantly: it assures that the consultant-client relationship is always one among equals
Which leads us to an important aspect: The approach guarantees that the consultant(s) can always act as real advisors to the client - without having to submit to other forces in the relationship. In short: This method is the only way to do "real" consulting work.
This is also something that we can discuss in this thread.

For the time being, I recommend those who havent´t read any of Alan Weiss books to do so. And those who have read one and wish to discuss this approach here are welcome to post!

Regards, Niels