Nantucket VI

I just finished Chapter 7 in The Consulting Bible, it’s 8 am, and there’s a strong breeze coming at me across the bay. The U.S. and marine flags, on the pole of the private property adjoining the inn, look like billboards, stiff in the breeze. There isn’t a cloud in sight, the sky is baby blue with a crisp horizon against the cerulean sea. All I hear is the creaking of the bobbing boats down by the water, and the …



How to Walk the Line

Here’s the fine line walked by fine consultants: 1. Don’t assume the client is damaged. But DO validate and verify what you’re told through observed behavior. 2. Don’t get sucked in by fads, jargon, and academics’ “breakthroughs.” But DO find legitimate workplace trends and develop your own intellectual property. 3. Don’t get sucked into the whirlpool of low level people who talk a big game but have no budgets or authority. But DO identify that one in ten who is …


Nantucket V

Great evening at The Club Car in town, eel followed by sweetbreads, with a nice Puligny Montrechet. When I asked the host for a different table, not so close to the lively bar, he kindly provided a four-top at the other side of our restaurant. And who appears there as our waiter, but our former car service driver from years ago, who has since been to Bangkok and now works the summers on Nantucket! If we had taken the first …


ICYWWWIWT

In Case You Were Wondering What I Was Thinking: • The Lord of the Dance-type performances show impressive skills, but once you’ve seen it, you’ve seen it, and you’ve seen it after about 20 minutes. • Terrorists will never defeat America, but Jersey Shore, like necrotizing fasciitis (flesh-eating bacteria), could rot us from within. • If there is a better white wine than Batard Montrechet, I have not yet come across it. • There is always a bigger boat (TIAABB). Seek …


Nantucket IV

We dined at The Galley last night, usually a sunset over the beach, but far too overcast. Outstanding Wahoo followed by lobster. Great “people watching” place. Traffic seems far lighter than prior years, the drive back to the inn now almost vacant of cars. Much nicer morning as I write this from the terrace at 8:30, Wall Street Journal and New York Times already delivered! (When there’s no fog, the planes get here earlier.) I’d like to try for the …


Primal Knowledge

Here is the heart and basis of my proposals and consulting model. It’s simple, but it’s incredible how many people mess it up. Conceptual agreement is based on a trusting relationship with a buyer. You must deal with an economic buyer, who can authorize payment for your value. You must have a trusting relationship or the buyer will not share what you need for a proposal: conceptual agreement. Conceptual agreement has three elements: 1. Objectives. These are ALWAYS business outcomes, …


Nantucket III

We’ve been dining at the Pearl in Nantucket since it opened 11 years ago, Asian fusion in an upscale atmosphere. (It’s much easer to park these days on the cobblestones, because the crowds are smaller and the Ferraris had only 4 inches of clearance!) I had a wonderful, rare big-eye tuna with Japanese cold noodles. The drive back on winding roads with the top down, pretty much deserted, is always a treat, but the canopy of stars didn’t develop because …


Alan Weiss’s Monday Morning Memo® – 8/16/10

Alan's Monday Morning Memo

August 16, 2010—Issue #48 This week’s focus point: It’s time to provide NEW products and services to existing customers and clients. No matter how happy they may be with your past performance, they no longer feel the “same old/same old” (I call this SO/SO) is sufficient for volatile, changing times. They already trust you, so take the initiative and create some new value for them. You can’t afford to be so/so. Monday Morning Perspective: If winning doesn’t matter, why does …


Nantucket II

After a martini with some stuffed blue cheese olives on the side in the bar, we ambled into Toppers and our regular table. (Toppers is named after the dog who held sway here long ago.) Some shrimp and lobster cakes followed by an outstanding soft shell crab, tempura style, but with a very delicate hand, all of this accompanied by a ’97 Chateau L’Evangile Pomerol. (I’ve never been a fan of “matching” wines to food. I like outstanding food and …