NEW! Referral Teleconference and Book

I’m conducting a special teleconference on August 15 on how to maximize your referral business in any professional services firm. Referrals are one of the best approaches to acquiring short-term business, and this investment could be recaptured in a huge ROI for you. AND, if you beat my deadline, I’ll send you a FREE copy of my new Million Dollar Referrals book from McGraw-Hill when it’s published in the fall! More information and registration here:

Alan Weiss’s Monday Morning Memo® – 06/20/11

Alan's Monday Morning Memo

June 20, 2011—Issue #92 This week’s focus point: Billy Joel recorded a great song called, “Keeping the Faith,” about rock and roll. There are traits and accomplishments about ourselves that we too readily forget. Almost all of us have coached others successfully in our past, whether we call ourselves a coach or not. We’ve taught, sold, innovated, consoled, motivated, and led. These weren’t accidents or strokes of luck. We need to review our own victories and success to understand how …

Submissions for Environmental Writing for WOLFoundation

For guidelines and submission requirements for entries in the writing competition on the environment for the WOLFoundation, of which I’m on the board as previously announced here on the blog, please go here: Guidelines can be found here: and detailed submission instructions here: Thanks

Alan Weiss’s Monday Morning Memo® – 06/13/11

Alan's Monday Morning Memo

June 13, 2011—Issue #91 This week’s focus point: There are no “bad seasons” or “poor economies” or “poor perceptions” in terms of the promotion of your business and its products and services. In the worst of times the US is about a $14 trillion economy. The Australian and Canadian dollars are at par or better right now. The euro is suffering. No matter. People are buying. The key isn’t lowering price or cutting expenses. You can’t cut your way to …

The Future of Consulting: An Interview with Alan Weiss (#2)

The Future of Consulting: Session 2 (An anonymous grad student’s interview with Alan, part 2) BEB: We’ve been inundated with vision/mission/values and so on for what seems like decades, and we’ve been told that “execution” is the key. But things still don’t get done. Do you anticipate any changes in these “sacred” relationships? AJW: I do. We all know (that is, most good leaders and executives) what has to be done, why it’s important, and even how to do it. …

Saying “No” on the way to “Yes”

I’ve written for 25 years that you must be willing to abandon business at least every two years, because you can’t reach out unless you let go. Too many consultants lug around long-time clients like street people unwilling to jettison anything in the shopping cart that contains their life’s possessions. A great many clients are dysfunctional: not profitable enough, too difficult, not interesting, too labor intense. You have to let them go in order to reach out to new, better, …

Alan Weiss’s Monday Morning Memo® – 06/06/11

Alan's Monday Morning Memo

June 6, 2011—Issue #90 This week’s focus point: Having consulted and coached for over 25 years, it occurs to me that most emotionally healthy people understand what is to be done, why it is to be done, and even how to do it. If not, they can quickly gather the awareness, skills, knowledge, and experiences to be able to do it. Yet, too often, nothing is done successfully, be it weight loss, confronting poor behavior, repairing something that’s broken, or …