My newest book is available next month: Thrive! Stop wishing your life away
You can go to this address to receive a nearly 30% discount, a signed copy, and free shipping:
http://summitconsulting.com/store/its-time-to-thrive.php
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My newest book is available next month: Thrive! Stop wishing your life away
You can go to this address to receive a nearly 30% discount, a signed copy, and free shipping:
http://summitconsulting.com/store/its-time-to-thrive.php
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Alan’s Monday Morning Memo’s mission is to help readers to thrive.
November 09, 2009—Issue #8
This week’s focus point: The third quarter had a huge jump in US worker productivity. Organizations are “lean and mean,” now need top-line growth. You can’t “cut” your way to growth. Help organizations to build business, not cut costs. That’s the dramatic value.
Monday Morning Perspective: Example isn’t the main thing in influencing others. It’s the only thing. — Albert Schweitzer
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ISSN 2151-0091
© Alan Weiss 2009. All rights reserved
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• Four American flights (via Miami) all with excellent service, and not one flight attendant under 40, several over 50. One tells us she has been flying for the airline for 32 years.
• I love to watch people as they walk to the rear of the plane. On each flight, at least four smirking guys (never women) say while glancing into the cockpit, “I hope there are no laptops in there!!” (referring to the Northwest pilots’ overshooting Minneapolis).
• My colleagues from Germany and Australia required over an hour to get through customs returning to Miami, and I’m embarrassed for my country. (We got through in 8 minutes.)
• In St. Lucia, you slide your passport and forms through a tiny slot (reminiscent of the East German booths at checkpoints I crossed in 1963), and the immigration officer talks to you through a microphone behind glass. But there is nothing on the sides or behind the officer, and you could reach right around if you chose to! Sort of like the Wizard of Oz.
• We encounter a TSA woman returning to Boston, who has on latex gloves and a surgical mask, and demands that I open our passports to the photo page, at which point she finally takes it to examine our identification. I found her absolutely detestable, everything I hate about bureaucracy and officiousness.
• Every single person in St. Lucia with whom we interacted was courteous, pleasant, and helpful.
• The setting of our suite at Ladera Resort was one of the top ten we’ve ever had, and that includes 58 countries and 49 states.
• Seeing a moray eel was amazingly cool, but given that it was living where you’d expect it to, it was probably much less surprising than the stag grazing a few yards beyond our front gate last night as we drove to dinner.
• The Four Seasons in Miami, where we spent a night on the way down and the way back, has beautiful rooms, views, and service. But charging $15 for Internet access is not something I’d do if I owned the chain.
• Joe Kennedy II, his wife, and an aid sat in front of us flying back to Boston. He was very pleasant, but acted as if he’d never been in an airplane before (had to be told to shut off his electronic stuff, to get his belongings off the bulkhead floor, and so on).
• Living without TV for a week was no problem, but probably because we recorded all the programs we generally watch! (I didn’t miss the news, amazingly, and never read a newspaper since there weren’t any. My only concession was to keep track of stocks and email on my lap top. Ironically, they don’t charge for Internet access at the Ladera Resort in St. Lucia!)
• Barricading the front aisle and stationing a flight attendant there every time the pilot or first officer uses the lavatory is so silly that I scarcely know where to begin with it.
• You haven’t lived until you’re serenaded to sleep by tree frogs.
© Alan Weiss 2009. All rights reserved.
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From Mickie Kennedy at e-releases. I haven’t used these and can’t vouch for them, but I thought they might be helpful.
Free Press Release
http://free-press-release.com
PR-inside.com
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i-Newswire
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PR LOG
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BigNews.biz
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PressReleasePoint
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ClickPress
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OpenPR
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IdeaMarketerss
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1888PressRelease.com
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Additional Free Press Release Services
UpVery.com
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Pressbox
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24-7 Press Release
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PressMethod
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SanePR.com http://www.sanepr.com
PR9.NET
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PressExposure
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Post a Free Press Release
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Free Press Release Center
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PressAbout http://www.pressabout.com
Businessportal24.com
http://www.businessportal24.com/en/
prFocus
http://www.prfocus.com
Exact Release
http://www.exactrelease.com
Press-Network.com
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PR Friend
http://www.prfriend.com
Live-PR
http://www.live-pr.com/en/
Newswire Today
http://www.newswiretoday.com
MediaSyndicate http://www.mediasyndicate.com
PublicityWires
http://www.publicitywires.com
AddPR.com
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NetForce Press
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PR Kiosk
http://www.prkiosk.com
Press Release 001
http://www.pressrelease001.com
PR Urgent News
http://www.prurgent.com
LocalNews.biz
http://www.localnews.biz
Prbd.net
http://www.prbd.net
USPRwire
http://www.usprwire.com
PitchEngine – Credit card required.
http://www.pitchengine.com
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The success of the Million Dollar Club, which is entering its third year, has prompted the members to recommend that I create a second club. We limit the numbers to 8-9 firms, either solo practitioners or principals of boutique firms, and life partners are always invited, so that the entire group is usually between 14 and 16 people.
The benefits of membership:
• Interaction with absolutely the best and the brightest. Current membership is from Europe, Australia, and the US, and ranges from OD to IT, and from communications to coaching. This is dedicated time away from the rigors of business to focus on both personal and professional goals. There are no “yes, buts” in the MDC. There are only support, ideas, and innovation.
• Unselfish sharing and learning about trends and developments in society, business, technology, personal growth, and economic well being. We’ve all learned that the strengths that brought us to one level often are insufficient (or a hindrance) in getting to the next. Every one of us has changed our business models in the last year.
• Unexcelled relaxation and recreation. We try to choose locations that none of us has visited before, and we select the best of the best. You can see pictures here from a few days ago of the view from Maria’s and my suite on the side of a mountain in St. Lucia, from which we’ve just returned. The current club is considering the Greek Isles, Bali, and similar sites for next year. The group dinners are as rich an experience for great discussion, food, and wine as any you’ll ever encounter. And there is personal “down time” built in, where you can pursue individual interests yourself or with your partner.
• You can create year-round interaction with your group members and the original group members to the extent you determine, including a limited-access board on my private AlansForums.com.
The criteria for club membership (there is no fee to join, but there is to attend the meetings):
• Seven-figure revenues for your firm over the year prior to the meeting.
• You must be either the owner or co-owner of the firm, or a solo practitioner.
• You must be willing to share your intellectual property, ideas, and advice freely, without ego, and without reservation. (I vet members to ensure the “chemistry” will be good.)
• Commitment to attend the annual meetings as a top priority, not “bumped” by business or professional issues.
This will be a new club, meeting independently, with me facilitating. The first meeting would be in 2010 at a mutually convenient time and mutually appealing place. The meeting fee is $15,000, which includes accommodations, breakfast and dinner, ground transfers and local transportation, lodging, and often some surprises. The fee includes a life partner, who is encouraged to attend all of the events. (We often have an “informal” meeting with less business and more recreation at the six-month mark, where I’d plan to invite members of both groups in the future.) The meetings typically begin with dinner on Monday, include working sessions Tuesday to Thursday, afternoons free, and Friday we “play by ear” for those who stay. We obtain favorable rates for those who choose to arrive early and/or stay later.
If you’re interested, please call me. This is available only to a maximum of 9 firms or solo practices. It’s the highest level of peer participation of its kind. I’m proud to be able to offer this expanded opportunity.
Alan Weiss
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At the Million Dollar Club’s meeting in St. Lucia we all present our visions of near-term trends in business and services. I’ll share one of mine here.
Just-in-Time mindsets have been applied to save huge amounts of manufacturing costs, inventory expense, and labor time. The same philosophy is being used for knowledge (Just in Time Knowledge: JITK) when you quickly use Google while writing an article or apply a macro to a common document.
It strikes me that social media platforms often provide the same utility, spreading word of a developing events on a wide basis, or keeping a colleague informed of unfolding issues on a personal level. (I also believe that the future shakeouts of these platforms will result in specialist uses that permit JITK more expeditiously.)
The iPhone is a splendid example of a multitude of ways to acquire JITK with 75,000 apps, many of which are designed for that very purpose. Many of you are reading this on computers with a “help” menu readily available at the top of the screen.
The trend I see is an increasing need to make explicit knowledge implicit, and implicit knowledge explicit. That is, what is available in a manual or tutorial must be rapidly accessible and immediately applicable by an individual when that knowledge is needed; and conversely, the stuff inside my head which I’ve learned on the job and through experience must be institutionalized, so that everyone else can take advantage of my best practices, and I theirs. (If you’re interested, there is a tough-to-read but fascinating book called The Knowledge Creating Company by Ikujiro Nonaka and Hirotaka Takeuchi from quite a few years ago.)
As consultants, we can provide huge value in helping clients to employ modern technology, incentives (people have to volunteer their implicit knowledge in most cases), and processes to maximize these transfusions. The more employees do not have to reinvent the wheel, labor through instructions meant to cover every contingency (ever go to a technical company’s “help” page?!), and tediously teach everyone everything they know, the more effective and efficient the operation.
Think about helping this cross-pollination, no matter what kind of consulting or coaching you engage in. Rapid response and the elimination of failure and repetitive work are extraordinarily valuable in virtually every business and non-profit. You can add value to your services by ensuring that accessible knowledge from both the organization and the individual is in the right place at the right time.
© Alan Weiss 2009. All rights reserved.
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I’m gazing out at the sea on my final morning in this glorious room. As I often do, I’m also trying to synthesize what I’ve learned over the last few days at the Million Dollar Club. Here are some ideas—a checklist, if you will—for focusing on growth in your professional practice:
1. Instantiate your learning. You can’t allow good ideas to merely hang out in your head. Express them, apply them, and improve them. Make the conceptual and theoretical tangible and concrete.
2. Turn your intellectual capital into intellectual property. As you express, apply, and improve, convert your ideas into products and services that result in value for the client, and equitable compensation for you. Evolve IC into IP.
3. Create diagnostics for your marketing. Engage the prospect in a conversational analysis of where they are and where they want to be using your value and methodology. Very simple charts and process visuals will do this. Don’t hold the diagnostics until after the project begins, because they are very strong marketing tools if applied to “whet the appetite.”
4. Discipline yourself to be diagnostic in the marketing phase but prescriptive in the implementation phase. You’re the consultant, and the client needs you for something that can’t readily be accomplished internally. Don’t give away your technology in the front end and then allow the client to tell you how to consult!
5. A primary line of demarcation in marketing is “what, not how.” Help the prospect to understand what’s to be achieved (outcomes) but don’t provide detailed descriptions of how to do it, or you’ll give away your value and/or prompt the client to believe you’re not needed (but thanks for dropping by and giving me all this)!
6. Eschew the poverty mentality. You are not enslaved to the client’s dates or time frames. No one wants a consultant sitting around doing nothing who can answer a request like a fire house responding to an alarm. Don’t accept inconvenient dates or business that subordinates family and vacation time.
7. Never tell people everything you know, whether in consulting, professional speaking, coaching, or even casual conversation. Just tell people what they need to know. This reduces labor and makes you an object of interest, not a bore.
8. Reducing labor intensity and paying down debt should be very close priorities to bringing in new revenues. The more successful you are as a consultant, the more they are co-equal.
9. Spend time with very successful people (NOT people who merely claim to be successful) and understand that you can always learn. Stop trying to prove how good your methodology is, or trying to find weakness in someone else’s position, and just listen. You can always ignore them. But if you’re not talking, you may just learn something new.
© Alan Weiss 2009. All rights reserved.
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A lot of great ideas in the Million Dollar Club meeting yesterday morning. I’ve noted the “retail/wholesale” diversification, which Andrew Sobel brought up. And Rob Nixon, who promised me a great idea, delivered as promised. I think it will provide me with the catapult to provide more value for the boutique firms in consulting, which are only about 15% of my practice today (as compared to solo practitioners).
Snorkeled in the afternoon, and had a fine surprise with a small but frightening moray eel I came upon. He didn’t seem pleased by the visit. It’s the rainy season, so it pours for ten minutes on occasion and then stops, but we’re fine under the huts. Lunch is served hot on the beach.
Last night we dined at Jade Mountain, which entailed a bone-jarring, 15-minute ride, a 2-minute shuttle, and four flights of stairs to the most amazing vista of stars and heavens I’ve seen since I was lot in the Norwegian woods in 1963! We had cocktails on the top of this 30-room resort, looking across the bay at the mountain (Piton) and the Ladera Resort that we had come from. The food was wonderful. (A bird just flew in from of me in my living room as I wrote that. It’s fascinating living with no “fourth wall,” and simply sharing the place with the mountainside.)
Chad is shooting some videos today, so we may have some multi-media on the way. Tomorrow we return to Miami.
© Alan Weiss 2009. All rights reserved.
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St. Lucia: We had a fascinating discussion today that revolved around the “wholesale” and “retail” nature of consulting. In brief, the wholesale application is to organizational entities, and the retail to individuals. Many consultants (and speakers, coaches, and so on) can address the needs of both constituencies. That diversification can be critical. For example, in tough times, the individual development (retail) area grows very strong. I’ve been constantly amazed at how much of my organizational development background can be applied to individual mentoring and coaching. It’s an interesting approach to maximizing the value you can bring to the marketplace in any economy.
Thanks to my Million Dollar Club buddies: Mark Smith, Molly Smith, Chad Barr, Rob Nixon, Guido Quelle, Suzanne Bates, Michael Sheargold, Andrew Sobel, and all of our terrific partners who are with us here.
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From David Natalizia:
Alan,
Again and again your words ring true. I just got evaluations back from a webinar that I conducted, and I was amused that amidst many, many, great reviews there was a small handful of people who didn’t like it at all. Thanks to you, I know not to put too much stock in the glowing reviews and more importantly to disregard the unsatisfiable few altogether. Not long ago, I was like the “Mr Saturday Night” example you use, where one person not laughing amidst a huge positive audience would bring me down. Thanks, Alan!
And:
I recently had to give a deposition in a civil case where I was functioning as an expert witness. The plantiff’s counsel, who was questioning me, began with a pretty aggressive attempt to destroy my credibility. After a couple of predictable questions about my background, he asked the following series of questions:
“Are you trying to make a million dollars from your clients?”
“Are you doing this work as a way to get rich?”
“I see that you fee is X… How much does that work out to per hour? Per minute?”
“Do you think it’s appropriate for consultants to make a million dollars a year?”
…and a few other questions along the same lines. I didn’t exactly know where he was coming from. Then he asks me “Then what do you have to say about this?” As he slid a photocopied piece of paper across the table and asked the court reporter to mark it as evidence. What was the piece of paper? It was a printout of the very brief review I’d done on Amazon.com for “The Million Dollar Consulting Toolkit”! I almost laughed, and told him that the book was about doing consulting that had high value, which entailed being great at what you do. It went right over his head. The case turned out fine, but his little ploy gave me a good laugh that I thought you might appreciate.
Best Regards,
David Natalizia
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