In Case You Were Wondering What I Was Thinking….

• A few years ago, the US was a confident place asserting global influence. Now, it’s lost confidence and is questioning itself. We ought to stop electing politicians, and find some statesmen. They must be hiding somewhere. • The Bob Newhart therapy skit on YouTube about “Stop it!” now seems like deep, insightful, effective advice to most ills. • The new Global Entry System for rapid transit of immigration and customs works extremely well. A government initiative nicely done. • People calling in …



The Dog Star: Can You Hear Me Now?

(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) We suspect that Koufax may be getting a bit hard of hearing in his senior years. I say “suspect” because sometimes he seems to hear us perfectly, and other times he may just be ignoring us. From the time he was a puppy, he was always aloof, and sometimes pretends …


Alan Weiss’s Monday Morning Memo® – 11/21/11

Alan's Monday Morning Memo

November 21, 2011—Issue #113 This week’s focus point: Influence is in inverse proportion to distance. It’s easiest to influence when we’re together, which is why politicians still travel the country making speeches and shaking hands. Email is one dimensional, phone two dimensional, meetings three dimensional. Yet so many in business default to email instead of personal contact. No one has ever charmed me with an email, and the last major purchase I made due to a cold phone call was …


Where in the World Is Alan: IX

My flight out of Sydney was 90 minutes late, I suspect because Qantas mechanics are once again using the public to strike back at management. The flight itself was fine. But Qantas, trying to help, cancelled my nonstop Boston ticket because they were afraid I’d miss the flight, and rebooked me through Chicago. Turns out, I could have made the original flight with 30 minutes to spare. Chicago, of course, has weather problems. So, I’m sitting in the Admiral’s Club …


Attracting the Right Prospects Every Day

Here’s a simple model to methodically organize yourself to attract the best, highest potential prospects and monetize your relationships with them on a continuing bases. First, determine who your best customers are. Who has the most money and the most motivation to invest in your value proposition? They will be in categories D and E on the Market Value Bell Curve, below: serial developers and total immersion people (“hand tens”). You are better off with a small target audience of …



Where in the World Is Alan: VIII

We concluded the Sydney workshop and “mini-college” today, and I had a great time. We had a fabulous group and covered a huge amount of material. I’m ensconced in the wonderful, fabulous Qantas first class lounge, but my flight to LA is delayed by 90 minutes, which will make my connection to Boston highly problematic. My first reaction is: Is it a legitimate problem or still another Qantas union job action? President Obama has gone on to Bali. He was …


Why HR Means “Hopelessly Removed”

I usually include in my speeches  and workshops the admonition to focus on true economic buyers and, therefore, eschew at all costs the HR department and its concerns with “deliverables” and hourly rates and the fad-of-the-month. There is an occasional exception, and I’ve run into exactly two in 25 years of consulting, not quite enough to challenge the rule. In fact, I have an open offer to find me three HR executives who spent their careers in HR and were …


Where in the World Is Alan: VII

Dinner in Melbourne with Andrew Hollo and his wife, Katie, at The Press Club was fabulous, though Andrew tricked me into walking more than my maximum three blocks to get there. Want to talk about government interference? When I questioned the manager about what had happened to apparently half of my martini, he told me the government mandates the size of drinks! What’s up with that, mate?! Back to Sydney and a day and a half of relaxation and writing, …