Monthly Archives: August 2010

Alan’s Monday Morning Memo – 8/30/10

August 30, 2010—Issue #50

This week’s focus point: At a New York theater last week, at the conclusion of the performance, side doors were opened and the entire place emptied in three directions in about five minutes. There was no standing in the aisles for 20 minutes while people chatted and crawled out. The theater was customer-friendly. (If you think about it, airplanes should load and unload that way, but airports have been built for planes and not passengers.) What are you doing to be client/customer-friendly? Are you easy to reach, quick to respond, constantly providing value? Or do you treat your customers like inconveniences?

Monday Morning Perspective: Sed quis Custodiet ipsos Custodes? (Who shall guard us from the guardians?) — Juvenal

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Contact information: info@summitconsulting.com
http://www.contrarianconsulting.com
ISSN 2151-0091

© Alan Weiss 2010. All rights reserved

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Marketing Gravity (Episode 48)

Part 1 of 2:

Part 2 of 2:

http://www.contrarianconsulting.com/marketing-gravity-episode-48/

Click Here for entire series table of contents

© Alan Weiss 2010. All rights reserved.

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Posted in The Movies: The Writing on the Wall | Leave a comment

Thinking Big

What does it mean to think big? Should you spend money visiting a prospect? What kind of people should you hang out with? To think big you need to stop thinking small. Listen to this podcast and to Alan sharing his insights.

and now also on iTunes

http://www.contrarianconsulting.com/thinking-big/

Click Here for entire podcast series table of contents

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Posted in Podcast Series: The Way I See It | 5 Comments

Million Dollar Quartet

I was naturally attracted to this musical, given its title! It’s the true story of the only time that Elvis Presley, Carl Perkins, Johnny Cash, and Jerry Lee Lewis were ever together in the same recording studio (Sun Records in Nashville). The story line is just strong enough to hold together the plot for some of the most incredible music I’ve heard in a long time. All four performers (plus Elvis’s girlfriend) play instruments and sing, and it’s amazing, soul-wrenching, glorious.

There is no intermission, just 90 minutes of volcanic energy. We sought tickets a week before on line and nailed second row, center. The theater was 95% filled on a Friday night. I’m not sure how much longer this will run, but you ought to run to see it. It’s at the Niederlander on West 41st, a rare Broadway theater south of Times Square.

© Alan Weiss 2010. All rights reserved.

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Just Another Day

We took the Acela to New York yesterday (arrived early) then taxied over to The Pierre for our three-day stay.

I walked over to the John Barrett Salon on the top floor of Bergdorf’s for my monthly haircut, and as soon as the elevator doors opened, I saw chaos. They were filming a makeover of the Housewives of New Jersey and the Housewives on Atlanta. One of their security guys came over while I was waiting and asked my advice about his career. I gave him some, and he asked if he could reciprocate.

“Yes,” I assured him, “keep these women away from me!”

It is safe to assume they were not discussing Kant’s Categorical Imperative or the nature of quarks. “Does the makeover include a brain transplant?” I asked a stylist, but she pretended not to hear me.

Then last night Maria and I headed over to The Modern (the superb restaurant owned by the Museum of Modern Art) where Omar (my co-author of The Global Consultant) was hosting a small dinner for some members of his management team from Europe and the US, for whom I’m working on a project.

Traditional Omar: After my martini, champagne, 12 courses (with another couple gratis from management) and a paired wine with each course. Some of the wines were from before I was an independent consultant!

We emerged into a gorgeous New York night and walked back (which I rarely do).

Just another day….

© Alan Weiss 2010. All rights reserved.

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The Adventures of Koufax and Buddy Beagle

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Million Dollar Consulting® Accelerant Curve

Download Graph: Accelerant Curve as PDF (2.99MB)

My recent Writing on the Wall video about the accelerant curve for consultants (you can find it here on the blog) was so well received, that I thought I’d put some of it in writing here. The concept will appear in three of my new books: Million Dollar Speaking, Million Dollar Coaching, and The Consultant’s Bible.

I call this version the Million Dollar Consulting® Accelerant Curve. The basic concept of decreasing barrier to entry coupled with increasing fees on the two axes was introduced to me first by Mark Smith at a Million Dollar Club meeting two years ago. Since then, I’ve developed the concept specifically for consultants and related professional services providers into the graphic you see here.

The vertical axis represents decreasing barrier to entry, from bottom to top. The horizontal axis represents increasing fee and intimacy (and decreasing labor intensity) from left to right. This blog post, for example would be at the top left: it’s free and there is no intimacy involved—it’s available to anyone who stops by.

The verticals (12 is an arbitrary number simply for my illustration) represent your products and services. The left third, with easy entry and low price (or free) is competitive with others. There is little differentiation. The middle third, however, is distinct: There are distinguishing features which create more personal contact with you and commensurately higher fees. This might comprise personal coaching, workshops, team building, and so forth.

The right third I term “breakthrough” and places you at the leading edge. These are high intimacy and high fee. They might include strategy work, small and very elite workshops, CEO coaching, and so forth.

Finally, the “vault” is composed of value that is uniquely yours with a client. No one else can work that combination. These might include retainers, retreats, licensing of your intellectual property, and so forth. Note that these actually represent less labor intensity for higher fees!

The idea of the accelerant curve is to encourage clients to move down the curve to higher value and higher profit offerings. The curve’s ability to move people along relies on the trust and credibility established toward the left. It’s vitally important not to have any “chasms” so that people don’t fall off the chart as they slide forward! Whatever your number of offerings, you need them spread across the three categories.

Having said that, once you build brand and repute, you attract “parachute business.” That is business which travels immediately to your higher-end offerings, because trust has been established by referral, word-of-mouth, and market gravity. This business lands on the right side of the curve, or even in your vault.

Finally, you can create “bounce factors” along the curve, so progress is exponential and not sequential. For example, many people read my book Million Dollar Consulting and immediately “bounce” to participation in my Mentor Program, or my Million Dollar Consulting® College. Many companies, for which I simply keynoted, moved to place me on retainer immediately thereafter.

Can you fill in the 12 spaces I’ve provided plus the three for the vault? If not, this is a great marketing device to help you attract and propel prospects and clients toward higher value, more profitable, and less labor intensive relationships.

© Alan Weiss 2010. All rights reserved.

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Posted in Business of Consulting, Consulting Philosophy | 4 Comments

Alan’s Monday Morning Memo – 8/23/10

August 23, 2010—Issue #49

This week’s focus point: The new “headline” is that many college freshmen can’t write in cursive script. Whether that’s accurate or another urban myth, what is accurate is that your emerging buyers’ perspectives and frames of reference aren’t always the same as yours. We used to think that fact applied only cross-culturally, but rapid technology change makes it true cross-generationally, as well. Find the other person’s self-interest and you’ll find a customer or client.

Monday Morning Perspective: We shall not cease from exploration. And the end of one’s exploring will be to arrive where we started. And know the place for the first time. — T.S. Eliot

You may subscribe and encourage others to subscribe by clicking HERE.

Privacy statement: Our subscriber lists are never rented, sold, or loaned to any other parties for any reason.

Contact information: info@summitconsulting.com
http://www.contrarianconsulting.com
ISSN 2151-0091

© Alan Weiss 2010. All rights reserved

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Nantucket VIII

We’re on the ferry, heading back. It’s great to look forward to a vacation and to also look forward to going home.

The designer has been busy with Maria’s renovations, and my library is now missing only one table. After Christmas, we’ll move up to the second level, and do the living and dining rooms, followed next year by the third level and the master bedroom.

The ferry should get in about 6, and by the time we offload and hit the road, I’d estimate an 8 pm arrival home, at which time Danielle and the granddaughters should be in residence!

We found an item in the Times this morning about a Beagle who can sniff out bedbugs, so we’re thinking of hiring Buddy out to Homeland Security, or whatever.

Photos above taken leaving Nantucket.

© Alan Weiss 2010. All rights reserved.

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Posted in Peregrinations | 1 Comment

Nantucket VII

A pleasant dinner last night at Oran Mor, with an ’05 Turley Zinfandel at a surprisingly good price. I had octopus followed by duck! Then, back at the ranch, an 1870 Madeira with a cigar on the terrace.

We’ll lounge on the lawn today, have lunch, then head back for the ferry and the mainland. We only spend a long week here every August, but it’s somehow like we’ve never left. It’s interesting to be able to visit the same places each year while also trying a variety of new destinations.

The photos below are a typical scene as I walked from Cold Noses, where I bought the dogs some treats, over to the restaurant where I had already parked and was meeting Maria.

The dockside scene, near the ferry.

© Alan Weiss 2010. All rights reserved.

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Posted in Peregrinations | 4 Comments