What’s Your Metaphor?

Don’t be alarmed because you don’t know the buyer’s company or industry as well as the buyer does. You never will. The key is to create a metaphor that you own to draw the buyer OUT of his or her world and INTO yours. For example, let’s take a very common topic—leadership—and a banking executive who says, “How are you different from other consultants in leadership?” “Do you have GPS in your car?” “Yes, why?” “That GPS provides the destination …


You Think Consulting Is Tough?

Anyone trying to make it in the acting profession can tell you that consultants have it easy. We just have to find economic buyers and convince them of our value. Actors have to have the right look, be at the right place, appear at the right time, and then trust their fate to implausible casting decisions. Last night, CBS debuted “Golden Boy,” a series using flashbacks from a fast track police commissioner to demonstrate how he arrived at his exalted …


Guest Column: The Levers of Change

The Levers of Change By Rick Pay Rick is a graduate of the Million Dollar Consulting® College and is a Master Mentor. I’d like to introduce you to the first management consultant, who appeared a couple of millennia ago, and who had the greatest tool. His name was Archimedes and he had a lever. I just used that lever with some client executives who, with the strength of their position, were able to accomplish change ten times greater than others …



In Case You Were Wondering What I Was Thinking

How can you be surprised when clients simply don’t use common sense? It’s in ridiculously short supply. Our government tumbles toward conditions which will hurt millions of citizens because neither the President nor congressional leaders are willing to compromise. Customer be damned! (Because it won’t affect them.) The Oscars were their usual directionless mess, with a snarky host used to making bathroom jokes acting snarky and making bathroom jokes. Red Carpet banter was barely sentient. Women seemed assembled more than …



Speaking Opportunity

Hi Alan, Lorman Education is seeking someone to deliver a 90-minute online seminar April 16, 1pm-230pm est on Customer Negotiation Techniques. I’m unavailable that day and am helping them find a speaker.  If you feel that anyone in your community could do a program like this and would want to, please forward.  Interested speakers can contact me atmsandro@proedgeskills.com and I’ll provide the Lorman contact. The date, time, and topic are firm. This is Lorman’s website if they want to learn …


Alan’s Monday Morning Memo – 2/25/13

Alan's Monday Morning Memo

February 25, 2013—Issue #179 This week’s focus point: The fiscal cliff will probably be more of a slope if the current impasse in the US continues. I’ve seen, in 30 years of consulting, that seemingly responsible executives often make horrendous mistakes because they are as imprudent, emotional, uncompromising, and irrational as spoiled children. It shocked me at one time (I’ve recovered) that leaders can be so oblivious to their customers, investors, and communities. Yet that is exactly what our governmental …


My Last Week on Route 66

I’m sitting on our balcony in Naples, geometrically centered in the Ritz-Carlton, listening to the surf of the Gulf of Mexico below. There is no horizon, only a single darkness, as the ink-black of sea and night meet somewhere in the distance. We arrived today, escaping  the wintry northeast, and I’ve cadged a brandy and some chocolate from the club to accompany my cigar. This is my last full week on Route 66. We fly home on March 2, and …