This is a remarkable and rare interview where  Seth Kahan, author of Freelance Fortune, interviews Dr. Alan Weiss on the topic of leveraging a commercially published book to gain consulting engagements. Don’t miss this interview where Alan discusses: all you need to know about book publishing, the accelerant curve and bounce factor, what is the ultimate purpose of a book, why he seems to perceive the world differently than us and what even you can do about it, why he reads military history, National Speakers Association and prostitution. Don’t miss it!

 

 Standard Podcast [35:07m]: Play Now | Download

and now also on iTunes

http://www.contrarianconsulting.com/using-a-commercially-published-book-to-secure-consulting-engagements/

Click Here for entire podcast series table of contents

A famous scientific experiment put honeybees and houseflies in a milk bottle, with the closed end toward a window. The expectation was that since honeybees are known to be far smarter than houseflies, they would more quickly exit.

However, the “smarter” honeybees thronged toward the light, and all eventually perished in the closed end of the bottle. The “less smart” houseflies flew random patterns until every one eventually escaped out the open end of the bottle.

Sometimes, harder work, whether physical or mental, is not the answer. The answer is in an entirely new direction.

I reinvent myself every few years, and I follow the 3M Company’s famous mandate about X% of current revenues coming from products not being produced five years ago. (About 75% of my income last year came from products and services not available even three years prior.) I advocate that all professional services providers similarly reinvent themselves and not allow the market, the competition, or technology to reinvent them.

Hard work: laudable. Working smart: valuable. Setting independent, new directions that constantly put you ahead of the pack: priceless.

Straighten up and fly right.

© Alan Weiss 2010. All rights reserved.

Alan’s Monday Morning Memo’s mission is to help readers to thrive.

March 15, 2010—Issue #26

This week’s focus point: People tend to forget, sometimes resulting in forgiveness (as with a celebrity or politician with transgressions), and sometimes in assuming they did more than they actually did themselves (as with a consultant or services provider who contributed greatly, but not lately). Keep your name, value, contributions, and brands in front of people. You needn’t do it arrogantly, but you must do it consistently, through intellectual property, thought leadership, and provocation. If you do that, you’ll be remembered when the client needs you.

Monday Morning Perspective: Only the mediocre are always at their best. — Jean Giraudoux

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© Alan Weiss 2010. All rights reserved

What principles of life do you sacrifice? Listen to this podcast and to Alan sharing such a story.

 

 Standard Podcast [5:10m]: Play Now | Download

and now also on iTunes

http://www.contrarianconsulting.com/the-story-of-diane/

Click Here for entire podcast series table of contents

Ronnie, who owns the high-end spa where I get “done” and The Lovely Maria works once a week, was in Paris on a clothes buying trip for her store. She is having breakfast at Angelique, a well-known, “in” cafe, enjoying her “dessert” of Mont Blanc. The woman next to her, well dressed and well spoken, comments on the place and the Mont Blanc. She is just returning from an assignment in Moscow.

“What do you do?” asks Ronnie.

“I’m a consultant and speaker,” she says.

“Do you know Alan Weiss?” asks Ronnie.

“YOU know Alan Weiss?!” she says, “Of course I do. Who doesn’t in this profession? How do YOU know him?”

“Every Thursday afternoon, manicure and pedicure with Dawn.”

© Alan Weiss 2010. All rights reserved.

When you are talking to a gatekeeper, human resources person, or anyone on a “fishing trip,” refuse to share your approaches, fees, or (heaven forfend) to send a proposal.

Instead, say this: “In order to evaluate whether I’m right for you and you’re right for me, I have to meet the person with the fiduciary responsibility for this project. I must hear from his or her lips what is expected, what will constitute success, and how much they intend to personally participate. I’m happy to spend the time and money to visit you, but I must meet with that person. Frankly, I believe that any consultant who submits fees or a proposal without engaging in that discussion with the decision maker is acting unethically, and I’m surprised that you would consider them for such a project.”

Courage.

© Alan Weiss 2010. All rights reserved.

We saw A Little Night Music last night on Broadway, and it was the right music. We attended the original over 35 years ago, and we realized that this was our last chance to see Angela Lansbury on stage, and our first chance to see Catherine Zeta-Jones on stage.

Stephen Sondheim is, like a very old Macallan, an acquired taste. (If you don’t believe that, then throw away two hours of your life watching Sunday in the Park With George.) He is too clever by half, and I’m sometimes wondering if I’m watching David Mamet put to music or Gilbert and Sullivan at the wrong speed. In Night Music, he begins with the equivalent of a Greek Chorus, and the proceedings are thereafter like a dance, in waltz tempo.

On top of that, the setting is Sweden a century ago. Not exactly scintillating material. (One throw-away line involved Malmo.)

Ms. Jones is a star. From my vantage point in the eighth row, she is drop-dead gorgeous, but not one of the size 2 walking sticks who flit around the media almost intersticially. She is in command of the stage, has a fine voice, and acts superbly. Ms. Lansbury performs as one would expect, gracefully and well. But what makes this show are the marvelous singing voices of every single cast member, and brilliant direction by Trevor Nunn.

This is a story of infidelity, chauvinism, deceit, and deception. Yet the characters are, astonishingly, sympathetic, and you care what happens to them. Counterintuitively, it has a happy ending.

There isn’t a song that’s memorable except the iconic Send in the Clowns, which even Sinatra felt he had to record. That’s because this is semi-opera, not full-theater. But it’s better theater than we’re used to seeing these days, and it has stood the test of three decades (or a century from Sweden). Go see it before Ms. Jones leaves.

© Alan Weiss 2010. All rights reserved.

I was conducting a workshop recently and the hotel meeting director, who knows me, learned it was my birthday, so she arranged for a cake during the afternoon break. I thanked her, and told her I am 64.

“You don’t look it,” she said tactfully.

“Well, who ever thought I’d be singing that song?”

“What song?”

“When I’m Sixty-Four.”

“I’ve never heard it.”

“It was the one by The Beatles.”

“Who are The Beatles?”

With that the room stopped, and everyone stared. Our very competent, charming, and energetic meeting director is 25 years old, and doesn’t know anything about the Beatles. (When her boss came by, only slightly older, she was able to name two of The Beatles and cite about six words to one of their songs.)

My message to you is that we are dealing with demographics with starkly different reference points from our own (and so are our client executives). They don’t know what life is like without texting or cable or Wikipedia, and they view Kennedy’s death in the same way they view Lincoln’s death—distant and remote events in dusty history books. The take the net for granted the way we take electricity for granted.

Don’t make the mistake of assuming everyone has the same contextual connections and reference points that you do. Take pains to ensure that you’re reaching out in relevant, contemporary terms. There are bright, talented people in organizations and entering organizations every day whose greatest influences are in many cases alien to senior management.

Icons only exist over centuries when they are carved into marble. Sinatra, Elvis, The Beatles—you can’t rely on any reference point without testing. I notice that I don’t recognize and couldn’t identify about a third of the presenters on major awards shows. Apparently, others can.

We need to be sure the proper translations are in place.

© Alan Weiss 2010. All rights reserved.