The Larger Picture

Just as many people cast votes based on single issues (abortion, immigration, climate, etc.), despite what other viewpoints the candidate might have, many buyers are similarly myopic. For example, they look solely at expense reduction or new product commercialization. It’s your job to help them see the larger view, and to appreciate that their leadership has to encompass more than the achievement of single issues. Fortunately, that’s a lot easier to do with buyers than with voters. © Alan Weiss …


You Must Be At Least This Tall to Enter This Ride

The time to “double down” in a casino is when you’re ahead and playing with “house money” (winnings). The time to market even more ferociously is when you’re doing well and there’s no pressure to pay the bills. But what too often happen is that people dislike marketing and reduce it or stop it when money is rolling in—even though that was the result of marketing. Learn to love all aspects of your work, not just the delivery, not just …


Alan Weiss’s Monday Morning Memo® – 12/05/16

Alan's Monday Morning Memo

Peter Drucker once observed—when he was having a pretty bad day, I’d guess—that evidence shows that the only thing in abundant supply is the universal incompetent. I have enormous respect for Drucker, but we part company on this observation. The key for all of us, whether in corporate life or as entrepreneurs, is to do what we love doing and are good at while getting paid for it. It doesn’t work in reverse—finding something to make money and trying to …


Heads I Win, Tails You Lose

If your client arbitrarily and unilaterally changes your billing terms when signing the proposal (I hear about this regularly) then you don’t have a trusting, peer-level relationship. Partners don’t do that to each other. But buyers frequently try to take advantage of “venders.” Just because someone doesn’t kick you out of their office and agrees to read a proposal doesn’t mean you have a solid relationship. Make sure you do before plunging onward.  


The Wrong Stuff

I flew to Tel Aviv in a 747, the sole resident of first class. The plane was old, but it was like a huge private cabin. However, I looked forward to the return on a new Triple 7, though I suspected first class would be filled. My plan was to have dinner in El Al’s first class club and sleep for five or six hours on the plane, then do some writing, and have breakfast before we landed in Newark. …





Heading for Israel

I awoke at 5 am for my 5:45 limo to the train station. I caught the Acela down to Newark, and it was smack on time. A very courteous cab driver drove me over to the airport for $20. Why this circuitous route? Because only in Newark can I get a first class, non-stop seat going to Tel Aviv. El Al treats people carefully  but not entirely graciously. Everyone talked to me in Hebrew, and they were all surprised when …