Monthly Archives: December 2008

The Dog Star: Common Scents

(The Dog Star is a symbol of power, will, and steadfastness of purpose, and exemplifies the One who has succeeded in bridging the lower and higher consciousness. – Astrological Definition)

In one of those bizarre coincidences, the alarm on the bridge leading over the waterfall to our house was deactivated by mistake, and concurrrently the house alarm stopped indicating which doors were being opened as entry points. Both were easily rectified, but they persisted for four days before we got around to correcting them.

During that time, the dogs stopped greeting us at whatever door we were using to return. Typically, they would be barking, howling, and leaping at one of the doors, but now we would enter and hear them distantly in the master bedroom upstairs, running down the hall to belatedly greet us. (They had been asleep in our bed, of course.)

Both Koufax and Buddy Beagle had readjusted their senses to listening for the bridge alarm to cue them to come downstairs, then listening to the house alarm to alert them which door to head for. (Sometimes they would watch from an upstairs window at the sound of the alarm, and just see where the car was headed, knowing which door we would have to use.) When I’m home, the bridge alarm will trigger Koufax to go to the hallway window to see who’s coming, and whether they are bark-worthy. (He loves to intimidate my bookkeeper, and assumes treats from the UPS guy.)

They are both capable of hearing, smelling, and seeing vehicles approach. But they’d become reliant on an intermediary system. I’m not sure that’s good, especially for a watch dog. Then again, we all tend to become reliant on intermediaries.

We don’t talk to management with our problems, we talk to call centers, often halfway around the planet. There are “executive staffs” which intercept and respond to letters from consumers to company brass. We receive automated phone reminders of doctors appointments and cable company visits. We use the web for airline reservations and restaurant recommendations.

The intermediary isn’t always human.

The problem with intermediaries is that they don’t necessarily reflect power or influence or even remediation. They are often buffers with their own agendas (if human) or with no vested interest (if not human). If your objective is to complain to an officer with power, but the intermediary’s is to prevent that very act, you can see the eternal struggle. They only “win” if you “lose.”

I refuse to deal with meeting planners, event planners, “agents,” or bureaus unless it is to speed the way to a real economic buyer. The intermediaries are too wound up in their own turf, their own ego, and their own idea of what should be happening, usually in complete and utter ignorance of strategy and corporate insight.

Similarly, I don’t deal with reservations clerks when I have a hotel problem. I call the manager of the hotel. (The odds are that you won’t be able to visit the office of the CEO of Delta Airlines, which is a despicable operation, but you will be able to visit the office of a hotel manager when you stay at that property, so there is a motivation to communicate with you before you camp out on the floor.)

I noticed with the bridge alarm off for the third day that Koufax was beginning to rouse himself using his own outstanding sensory apparatus. He realized his intermediary “trigger” was failing him. Too many of us don’t perceive that. We assign our fates to others—humans and non-humans—and assume we’ll be taken care of.

Don’t bet on it. You’re better served sniffing around on your own.

© Alan Weiss 2008. All rights reserved.

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Hall of Shame

Listen to this podcast and hear Alan tells his favorite Hall of Shame stories. What are yours?

 

and now also on iTunes

Click Here for entire podcast series table of contents

© Alan Weiss 2008. All rights reserved.

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Posted in Podcast Series: The Way I See It | 12 Comments

How Boards Help (Or Hurt) Non-Profits

This is an op-ed piece published yesterday in the Providence Journal:

Alan Weiss: How boards can help, hurt nonprofits
01:00 AM EST on Wednesday, December 10, 2008
ALAN WEISS

I’VE BEEN A CONSULTANT for over 25 years, working with organizations of all sizes all over the world. I’ve found that tough times serve to exacerbate both strengths and weaknesses. Strong assets can become keys to thriving, but significant weaknesses can become fatal flaws that undermine survival.

Over the years, my wife and I have served on dozens of nonprofit boards and are currently on six between us. Board leadership of the organization (and leadership of the board) is critical to nonprofit success, particularly in this economy, especially in a small state. Many people claim, mistakenly, that there is no money to be raised under current circumstances and that people are loath to contribute to the arts, or education or social needs.

But that’s not true in my experience. Rhode Island has a core of very generous people and institutions. Case in point: We recently raised $140,000 in two weeks for the Newport International Film Festival (NIFF) after going public with the reality that we’d have to shut down if we couldn’t raise a minimum of $100,000 in that time frame.

There are terrific people serving on boards here, passionate about the organization, generous of spirit and wonderful in giving time. This is not an indictment of boards or their members, but suggestions for optimizing both.

Here are some guidelines for success, more important than ever in tough times:

• Appropriate board members. No matter how wonderful their intentions, board candidates should bring at least four assets to be appointed: passion; intellectual capital; contacts who can be accessed to support the cause, and the ability to donate or raise funds. Advisory committees, task forces and subcommittees can be formed to accommodate others who don’t meet these criteria. (And there should be minimum attendance requirements for board members.)

• Term limits. I was shocked at one board meeting when a woman next to me remarked she had been a board member for 22 years! Boards need fresh blood. Community Preparatory School, in Providence, is a good example of a board that demands sabbaticals for board members, during which committee membership is allowable, but after which the individual may or may not be reappointed.

• Mandatory financial contribution (donated or raised). Both our major anonymous donor ($90,000) and Steve Feinberg, executive director of the Rhode Island film commission, and who came to our aid, insisted that our NIFF board be fully committed. That means meeting our minimum of contributing or raising $5,000 annually. It’s awkward to ask the public for money when the board members aren’t donating or raising funds themselves. I believe that’s an ethical necessity.

• Acting as more than a fund-raising committee. Boards have relatively few responsibilities, but two critical ones are governance and evaluation of senior management. Too often, senior management (artistic directors, executive directors, managing directors, etc.) don’t have results-oriented goals, and their performance is not critically reviewed, which isn’t fair to them.

• Resisting micromanaging. I estimate that 75 percent or more of most boards’ time is focused on issues properly in the complete domain of management. I’ve sat through the details of fundraisers, how much food coupons will cost, how to price T-shirts, and other minutiae that is none of the board’s business and shouldn’t usurp the precious time of the members.

We’ve been blessed in Rhode Island to have seen the likes of Adrian Hall, Richard Jenkins, Curt Columbus, Misha Djuric, Larry Rachleff, Tony Estrella, the superb RISD Museum, with its world-class artists, and all the rest of the people and performances in our rich arts scene. My experience is that the cultural scene in and around Providence is richer than a city of its size otherwise merits. (For example, Trinity Rep and Steppenwolf Theater of Chicago are often favorably compared, yet Chicago has nearly 3 million people within the city itself, about 10 times that of Providence.) According to one report I saw, the cultural and arts scene in Rhode Island is the second largest contributor to the economy, behind tourism, which you can easily link to the former.

Millions of school children have been exposed to the performing and fine arts through these institutions over the decades. (Festival Ballet is currently exploring adaptive dance programs for physically challenged children.)

We’re also blessed with generous people who believe in the arts, and who contribute consistently and diversely. Many have their names on the walls, many are anonymous. Sometimes, unfortunately, they are bailing out boards that haven’t performed well rather than contributing to an exciting future.

Thus, “nonprofit” doesn’t mean “non-professional.” We’re dealing with huge amounts of public money and public trust. Boards have to be led, and themselves lead, so that the money and the trust are confidently given. That’s not an issue of the economy.

It’s an issue of stewardship.

Alan Weiss is a consultant who lives in East Greenwich.

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Alan Interviewed On Blog Talk Radio

In this episode of ‘Biz Growth Live’,  Krishna De is joined by Alan Weiss, consultant, speaker and author. One of his most popular books is ‘Million Dollar Consulting’. His current teaching about building your consulting practice focuses on the importance of increasing our confidence and self belief. Shownotes and additional resources are at the show blog www.bizgrowthnews.com You can access Alan’s most popular book here.

Click on arrow below for podcast to start

 

and now also on iTunes

Click Here for entire podcast series table of contents

© Alan Weiss 2008. All rights reserved.

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So You Want to Be A Consultant? Whaddya Got?

When we played poker as kids, on the final “call” we’d say, “Okay, whaddya got?”

More and more people are coming to me now wanting my guidance to enter consulting, or to revive moribund consulting practices. I can help people to grow exponentially, to become less of a “best kept secret” and more of the “go-to” person.

But first, I need to find out what you got. And there are some people who don’t got much.

No one is going to hire a consultant who obviously knows less than they do; who can’t use the language as well; who knows virtually nothing about business and whose knowledge base doesn’t extend past surfing to Wikipedia.

If you don’t have the following traits and behaviors, I’d suggest you find a different line of work:

1. Business Acumen: You need to understand how business operates. If you don’t know what a balance sheet is, or can’t define ROE, or P/E ratio, or product commercialization, maybe you’re just too lazy to read the newspapers and business periodicals. But it would be like trying to drive a car and not understanding what traffic lights do.

2. Common Sense: If a prospect says, “Lower your price by $15,000 and we have a deal,” you can’t panic or ask to use one of your lifelines. You have to have the native intelligence to respond, “What would you do if one of your customers asked you to do that? If you wouldn’t do it, why should I? If you would do it, that’s why you need me now!”

3. Self-Esteem: You have to believe that you have value that other people need and should pay for, not that you’re entering an adversarial contest where either the buyer wins (no sale) or you do (sale). If you’re asking yourself, “Why would anyone listen to me?” then the answer is, “Beats me.”

4. Discipline: The world is filled with “I’ll get to that later.” The Tools for Change:1% Solution® says that if you improve by 1% a day, in 70 days you’re twice as good. It’s astounding how few people get anything out of a day at all. Talk is cheap. Show me that you’ve actually written something, called on someone, researched an approach. Only the gifted few can wing it. And unlike definitions tossed about in the public schools, trust me, there are very few gifted few.

5. Perspective: I’m weary of people tossing their press clippings at me. So the audience gave you a 4.8, highest of the conference, so what? So someone at an airport in Topeka told you that your web site was the best she had ever seen, so what? Get into huge oceans and swim with major fish. It’s better to be excellent among top people than to be great in one person’s mind (especially your own).

You got it?

© Alan Weiss 2008. All rights reserved.

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Consulting Opportunity

I would like to speak with someone who has developed an original coaching program from scratch in partnership with a large client organization (this one has 3,700 employees) with the goal of having such a program sold as a for-profit service by the organization outside the organization.

My second choice would be someone who has developed a training program of some kind from scratch in partnership with a large client organization with the goal of having such a program sold as a for-profit service by the organization outside the organization.

My third choice would be someone who has developed any program from scratch in partnership with a large client organization with the goal of having such a program delivered either in-house and/or outside the organization.

In all cases, my goal is to get some idea of how long it took to complete the work so that I might estimate how long mine might take. It would be great if I could speak with this individual no later than end of day Wednesday (December 10). They may contact me at (403) 609-9939, ext. 201. Many thanks.

Alan Hobson,
Mt. Everest Climber, Summiteer & Cancer Survivor,
Climb Back from Cancer(TM) Coach,
Climb Back Inc.,
#5 — 100 Prospect Heights,
Canmore, Alberta, Canada,
T1W 2X8
Tel. (403) 609-9939, ext. 201
Alan Hobson

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Expert Witness Wanted

If anyone is capable of serving as an expert witness in a case involving injury in an outdoor team building activity, please mention my name and contact this person (not me):
Preston Clark
Expert Department Manager
Expert Resources, Inc.
1225 East Samuel Avenue, Suite 1B
Peoria Heights, IL 61616-6455

preston@expertresources.com
(v) 800-383-4857
(f) 888-815-2778
www.expertresources.com

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Notes from the Self-Esteem Workshop

I conducted the first Self-Esteem Workshop earlier this week in Rhode Island. The other session is taking place in Dublin, Ireland, on February 3-4:

http://www.summitconsulting.com/self_esteem_workshop_dublin.html

The population was entrepreneurial: consultants, speakers, facilitators, coaches, and a singer/songwriter.

Here are some learning points I think are worth sharing:

1. A large proportion of attendees (about 75%) felt “alone” when very young, either because they perceived themselves to be different from others or were somehow not in a “traditional,” loving family. And where are we now? In a profession that requires a certain strength in being alone!
2. “Lone wolves” don’t have much opportunity for exploring emotional issues with trusted peers. Life and work revolves too greatly solely around work, and most conversation is centered on work challenges, not personal issues.
3. What doesn’t kill you makes you stronger. Most successful people have learned from setbacks and turned them into sources of strength and self-worth.
4. Forgiveness is critical. If you don’t forgive those whom you have perceived have hurt you, you become permanently enslaved to them (even though they might not realize it). If you allow real and perceived slights to fester, your self-worth will suffer.
5. Efficacy and self-worth are separate. You can be excellent at a given pursuit, but not feel good about yourself, and vice versa.
6. Personal relationships are a key foundation of self-worth. If you can positively and constructively engage in your personal relationships, your self-worth improves. Hence, poor relationships have to be improved or abandoned, but not merely maintained as poor relationships.
7. You can look at self-esteem as a “verb,” an action, leading to a condition, or “noun”: self confidence.
8. People carry far too much old “baggage” around, and it’s insufficient merely to drop it. You must throw it “off the train” so that it isn’t merely at your feet traveling in the same direction and at the same speed that you are. However, don’t jettison everything. Some of the positive baggage makes sense for the trip.
9. Positive self-talk is one of the most powerful tools to build self-worth. Stop apologizing and be honest about your own talent and abilities. Don’t generalize from a specific: Just because you didn’t understand a play doesn’t mean you’re ignorant about art.
10. It’s not about what life deals you, it’s how you deal with life.

*****************************************************************************
Well, Alan, this may have been one of the best workshops you’ve ever done!
Not that I haven’t loved the others, I have, but this new direction for you
was truly inspired and inspiring. GREAT experience! I am so glad you keep
re-inventing yourself, you only seem to get better and better, and by more
than 1% each time!

Many thanks, you really are such a great role model.

– Leslie Austin

© Alan Weiss 2008. All rights reserved.

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Posted in Alan's Quest | 2 Comments