Monthly Archives: July 2008

Cape May Journal: July 13

It’s 7:45 on Sunday, and I’m off on my morning wanderings in Cape May. Maria sleeps later than I do, so our ritual is that I sneak out like a reverse cat burglar.

I know that the nearby Congress Hall will have the Sunday Times, so that’s the first stop. Along the way, as do all early risers, I find unique morning activities. First of all, everything is wet, because it’s just been watered by automatic systems or the ocean and breeze have taken care of it. My car, I find, is drenched as usual. The humidity is calling for gills.

Then there are the screeching birds. These aren’t gulls, but purple martins, which reside in dozens of 30-foot aeries constructed by the Sandpiper condo management. They are famous for eating mosquitoes, of which it is difficult to find even one. I’m still not sure whether they are efficiently devouring them or the insects have simply been scared off by their ferocity. “Eat like a bird” is an oxymoron. (I arrange to trade my parking space each year for that of the superintendent, so that I’m tucked in a small cavity next to the building, where the martins cannot gather. Occasionally, a seagull, believing it is a B-52, accurately bombs me, and I keep a strong cleanser in the trunk for these raids.)

Uncle Bill’s pancake house is already three-quarters packed. It’s one of those place that is chaotic with mediocre food, but is a tradition among families. Brand is everything.

At the “boardwalk” (these are the stretches that abut the beach along the Jersey shore, but in Cape May it’s a misnomer, since it’s actually a macadam strip running for miles along the beach), I sit to drink my coffee and observe “the runners.” Prior to 10 am, you may bike or run along the boardwalk. It is already over 80° and the humidity must be the equivalent of walking under water.

There are runners who look like runners; people power walking; people very heavy who are doing their best to engage in healthy pursuits; and then there are the “skeletons.” These are almost always women, with poor running form, who have not an ounce of body fat and who are determined to stay that way. Elbows and knees obtrude, and their entire musculature and skeleton are readily visible. It is the converse of “health.”

There is a difference, I believe, between regimen and compulsion. The former is a healthy way to organize your life, and the latter is a behavioral disorder.

It’s time to head back and awake the lovely Maria, a part of my regimen.


(Click on image to enlarge)

© Alan Weiss 2008. All rights reserved.

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Cape May Journal 2008: I Wanna Be Around….

Yesterday we left the garage at 8 am and tore south, arriving at Caesar’s Palace in Atlantic City at 1, a one-night way-stop on the road to Cape May, which is 35 minutes south. Our condo check-in is today, but we didn’t want to face Saturday traffic. (And, by the way, gas prices or not, Jersey shore traffic remains heavy.)

I leave I95 as soon as possible and head over to the Merritt Parkway in Connecticut, a 1930s project, canopied by trees for great stretches, with huge hills, breathtaking descents, winding curves, and great grand touring-kind of driving. The GTC devours it. (Interstate 95 is a multi-lane megalith charging down the coast. The Merritt is sleek and deceptive. The former is a rip saw, the latter a scalpel.) We are disgorged onto the Tappen Zee Bridge and, thence, the Garden State Parkway. (EZ Pass is built into the front of the car, we slow for nothing but stalled traffic.)

Our main reason for Caesar’s is that Tony Bennett is opening his show at 10 pm. We scored tickets (The traditional: “Are you kidding, they’re sold out for months”; the effective: “Let me make a few calls….”) in the tenth row. So, after the beach, and dinner at Nero’s Grill (of course) overlooking the Atlantic, we headed to Circus Maximus (of course). (They slather the Latin on the place like IHOP pours syrup on pancakes. I half expect the doorman to greet you with an open hand and, “Ave, caveat emptor.”)

Now here’s the thing: At PRECISELY ten o’clock, the lights dim, the curtain rises, and Tony Bennett walks on stage between a four-piece band and 2,000 screaming gamblers. He sang for 80 minutes, often hearing someone yell a song choice from the audience (this IS Atlantic City late at night, big heels and bigger jewelry) and turning to his musical director at the piano, saying, “Okay, let’s do “Because of You.” The band would play solos and extended riffs to give him some breaks, but Mr. Bennett is north of eighty, in fine voice, as relaxed as a spa patron, and obviously having one hell of a great time.

We saw Sinatra in his last years because we wanted to see the iconic personality one more time. The musicality was gone, and he read from teleprompters, not-so-subtly placed all over creation. (Don’t laugh, Barbra Streisand read her lyrics AND her “patter” from a conspicuous Jumbotron when her big-deal concert played Boston, and I was rather disappointed that she didn’t bother to put more effort into the production, which featured $1,000 seats and too much political garbage. Shut up and sing, already.)

Bennett used no aids at all, remembered every word, and exhibited some pretty marvelous breath control. No false encores, either. When he had finished his set, he politely received the applause, and left. It was a wonderful evening. (The assembled throng then poured down into the casino like, well, Vesuvius erupting on stilettos.)

Earlier, when Bennett launched into, “I Wanna be Around….” my wife nudged me and said, “And YOU’RE thinking you should retire some day???”

Caveat emptor.

© Alan Weiss 2008. All rights reserved.

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We Are On iTunes

I am delighted to announce that Alan’s entire podcasts collection is now available on iTunes and will update regularly each time we upload a new podcast. Start your iTunes and search for “alan weiss” and you will see the two series: “The Way I See It” which already contains 35 podcasts and “Brave New World” which contains 5 podcasts and more to come in both categories. Click on either category and double click on the podcast you wish to listen to or simply subscribe to both which will now enable you to listen to Alan on your iPod, iPhone or whatever iDevice or MP3 you may have.

Enjoy,

Chad Barr, President, CB Software Systems, Inc.

Screen shots below for a quick tutorial. Click on image to enlarge.

The red arrow illustrate clicking on the iTunes store and the green arrow where you enter the search for “alan weiss”:

The green arrow illustrates clicking on the category link or the picture in order to display all the podcasts in that category:

The green arrow illustrates clicking on the “subscribe” button which will allow you to automatically receive all current and future podcasts into iTunes and download to your iDevice. The red arrow shows the list of all the podcasts in the category selected where you may double click on any to start playing the podcast:

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Battered Consultant Syndrome

Are your buyers not returning your calls, or emails, they cancel meetings and make unreasonable demands? And do you find yourself regularly talking to low level people? Listen to Alan discuss how to stop enabling this rude behavior. And a treat at the end …

Click on arrow below for podcast to start

 

Click Here for entire podcast series table of contents

© Alan Weiss 2008. All rights reserved.

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Truckin’ On Down the Road

I’m talking to a lot of people in my Community who are having very good years. Some patterns have developed, which perhaps may be best practices for everyone:

1. They seek opportunity. They figure that “there must be a pony here someplace” (you have to know to rather poor joke). That is, they don’t see the world conspiring against them but simply see trends developing which should be examined for opportunity, not threat.

2. They are resilient. Instead of “What am I doing wrong?” after a few rejections, they say, “This industry is backward, I should try others,” or, “I’m dealing with the wrong level in this organization,” or “Just a bad day, it happens.” If you think you have a great deal yet to learn, then you have the advantage of improving and dealing with problems. If you think you already know it all, then there’s nothing much left for you to do if you’re being rejected.

3. They continue to invest in their development. I’m pleasantly astonished at the correlation between success and planned learning. My Six to Seven Figures workshop in March of 2009 is already sold out with a waiting list. The Million Dollar Club in November is replete with early adapters, despite high air costs and the adventure of traveling to Nevis (from Germany, Australia, and the U.S.). I’m constantly surprised at how stupid I was two weeks ago. Learning is growth.

4. They don’t cave. They are willing to walk away from business if they are not treated like a partner, if the buyer tries to negotiate silly issues, and if the buyer has an arbitrary alternative that clearly won’t work. “The customer is always right” is one of the stupidest bromides of all time. If that were true, why would anyone need a consultant? (By the way, speaking of buyer alternatives, any RFP—Request for Proposal—is simply an arbitrary alternative that is going out to bid and will be evaluated by low-level people using the wrong criteria.)

5. They balance their lives (and this may be the toughest for them). They suggest alternative scheduling, delay initiating projects, and don’t conform to every client shrug and moan in order to have quality time with family, friends, and private interests. Let’s face it, 99.9 percent of the time, the client doesn’t need something in the next hour or even day.

6. They have a great sense of humor. They laugh at themselves the most, but also at the conditions of the client, this crazy profession, and the daily surprises life offers. The never take themselves too seriously. (I told someone to stop whining once. He puffed up and said, “I happen to be a CMC® [Certified Management Consultant]!” I said, “Okay, I’ll speak more slowly.”)

If you’re having problems in this profession, it’s not the economy, not global warming, not the administration in power, not Bill Gates (he’s retired), and not your search engine ranking.

It’s YOU. What are you going to do about it?

© Alan Weiss 2008. All rights reserved.

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Odds and Ends and Antlers

How do you exploit success and how do you become resilient with failure? Listen to this podcast where Alan discusses how life is about a great long learning experience.Click on arrow below for podcast to start

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Click Here for entire podcast series table of contents

© Alan Weiss 2008. All rights reserved.

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Gas Mileage Reimbursement

Just a reminder: You can reimburse yourself for business travel at the rate of 50.5 cents per mile from January 1 through June 30, and at 58.5 cents per mile from July 1 onward. (Driving for charitable and volunteer work is also deductible but at lower rates–see the IRS site.)

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The B-24 and the Fax Machine

I’ve had to purchase a new fax machine (I’m sure this is an indication of my backwardness, since I should be Twittering my faxes or something). It’s a very versatile HP gizmo, and it can send and receive in color.

The machine has 23 control buttons and, I am not making this up, 53 menu settings.

I learned to pilot a B-24, a thunderous flying barn of a World War II heavy bomber, the only one in existence still flying, in one-tenth the time that I was able to master the fax. In fact, having no pilot’s license at all, I have also flown a Cessna, a WWII aircraft carrier training plane, and the Goodyear blimp. In that naval trainer, I performed barrel rolls and loops over Newport’s mansions.

I know a lot of you have pilot’s licenses, and I mean no disrespect, but flying isn’t difficult. You need to look at three instruments constantly: air speed, altitude, and the horizon. And then occasionally you have to move the nose left or right to see if there’s anything directly ahead of you. If you can do that, you can fly a plane, no offense. If I had to, I’m sure I could maneuver a 747 while the pilot took a break.

But you can’t use a fax, or update Word, or program your IPhone, or even install satellite radio with that kind of facility and ease. Manufacturers seem compelled to load up on options that 3 percent of the population uses 2 percent of the time, making it tough for 97 percent of us to use the darn thing for our basic intent.

How often do you use the cruise control on your car? How frequently do you seek to crop and refinish photos you’ve taken? Do you often desire a special inscription to be printed by your postage meter? Do you regularly use the calculator on your cell phone? Is it important for your fax to use a random, after-hours broadcast to two dozen numbers? I have no use for six of the eight settings on my garden hose nozzle. My phone has so many speed dials that I’d have to keep a separate list to track the codes for each, making it more cumbersome than simply dialing them manually.

I received a DVD to use with my pool robot, which basically serves me in either “on” or “off” mode. My electronic postage scale has 51 buttons available for selection, but often gets the weight wrong. The credit card terminal has options for reports that I doubt Nordstrom’s would ever need on a sale day, let alone my consulting practice.

Consulting isn’t rocket science, and we need to resist the buttons, levers, pulleys, and switches that provide for unnecessary routes and alternatives. I’m all for a few options, but I don’t think we need the equivalent of a particle accelerator to improve a client’s image or decrease attrition.

The more methodology choices (over, say, three), the more we delay and obfuscate, and the harder it is to make final decisions. When I bought my current Bentley, the general manager used a computerized “configurator” to assist in selecting the options (which are everything but the engine). There must have been a million permutations of woods, leathers, carpet, seats, tires, wheels, paints, convertible tops, seat belts, and so on. After a while we just looked at each other. “You know,” he said, “this car is going to look great no matter what, and the performance is constant.”

After that, it was easy. I chose red. Success not perfection.

© Alan Weiss 2008. All rights reserved.

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Posted in Consulting Philosophy | 4 Comments

Stamp of Approval

There is a great hullabaloo in the world of philately these days about the postal service’s newer stamps, which are self-adhesive and non-soakable. That means that collectors who pursue postally used stamps for their collections can’t immerse these stamps in water (or other liquids) to remove them from envelopes. The practice is called “soaking” and it appears that some people aren’t so much stamp collectors as “soakers.”

Still with me? While you reach for a shot of vodka, I will further digress. If you don’t drink and are starting to worry about your ability to operate heavy machinery, skip the parenthetical stuff immediately following.

(The US Postal Service is not really what it seems, viz.: a conveyer of mail. It is a stamp revenue business. Most commemorative stamps [and many definitives] are never used for mail, but simply go into collections, unused. This means that the postal service derives revenue for services never performed and the only offsetting cost is the printing and sale of the stamp. Think of Fedex or DHL sending you a monthly bill but never having to pick up or deliver a package on your behalf. Would you like to own stock in that company?

(This has been going on for a while—since 1847 to be exact. The current demographic of collectors is well past 50, overwhelmingly male, and not just a wee bit rabid about how to collect these items. Franklin Roosevelt was probably the most famous philatelist, but Albert Einstein, no less, had one of the greatest philatelic lines, when comparing the sciences. I paraphrase: “Physicists are scientists,” he famously observed, “all the others are merely stamp collectors.” The more you consider this, the more profound the insight.)

However, there are significant numbers of collectors who save only stamps which have escorted mail through the postal system. Thus, there are vituperative letters in the philatelic press about the government’s insensitivity and clumsiness in not providing stamps that can be easily soaked off envelopes. For those of you wondering whether the newer stamps can simply be cut carefully off envelopes while retaining the backing, the answer is “yes.” If you’re wondering whether those that are unsoakable could simple not be collected, you don’t really understand anal-retentiveness.

The government, naturally, doesn’t care. It’s producing stamps which ostensibly affix to envelopes better in an era where most people buying stamps aren’t putting them on envelopes because they are using postage meters and computer postage, but many collectors are putting them in albums. Except, of course, for those collecting the “used” varieties. (Many stamps are incredibly hard to find “used” since they were meant solely for collecting in “mint” condition, and never really intended for franking [postage] purposes, and can’t even be purchased in post offices.)

In any case, I have a point here, somewhere. Ah, yes:

We need to keep focused on the result of what we’re trying to accomplish. Riling oneself up (dangerous at philatelists’ average ages) about how a stamp can be placed in an album is like arguing about what hardware you use to hang great art. Get it on the wall and enjoy it, and stop fussing about whether the hook is in the wall or hung from the ceiling.

Similarly, our clients’ outcomes (e.g., higher retention or greater margins) are the only point. The number of people in the focus groups doesn’t matter, nor do the number of focus groups, nor even if you USE focus groups. There are a lot of good ways to get to the objective, the easiest usually being the best, and it’s just crazy to argue about means once you agree on the ends.

Cut the stamp off the envelope and save it with the backing, or don’t collect those stamps that give you trouble. But stop whining, the postal system is going to change only slightly after the sun runs out of hydrogen.

Stop arguing and debating methodologies. Agree on the destination and choose your own course. You’re the consultant. I’ll trust your judgment unless you begin petitioning the government for change.

© Alan Weiss 2008. All rights reserved.

Disclaimer: Lest this stir up a similar firestorm to my quaint observations that most blogs are unreadable (Here’s a hoot, someone said in a “blambush” that I was “not a contrarian” since I question the validity of all social media, but isn’t that the VERY definition of a contrarian today?!) I have an outstanding United States stamp collection by any definition. And in case you’re wondering, I collect them unused, and don’t soak, rinse, blot, or otherwise cleanse. And I have that 1847 stamp, though I did not personally purchase it at the time of sale, as the social media crowd would have you believe.

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Happy Fourth of July

“We hold these truths to be self-evident, that all men are created equal, that they are endowed by their Creator with certain unalienable rights, that among these are life, liberty, and the pursuit of happiness. That to secure these rights, governments are instituted among men, deriving their just powers from the consent of the governed.”

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