First Time In The Buyer’s Office

Some common sense in the buyer’s office for a first meeting: • Don’t sit anywhere until you’re invited to do so and the buyer indicates where. • Shake hands firmly, not bone-crunching, but not limp, with a man or a woman. • Don’t look like a pack animal. Take a notebook, but leave all else with the receptionist, secretary, in your car, or in the garbage. Don’t record and don’t use a lap top. The actual best option is a …


Porcupines

I advocate never assuming the other person is “damaged” unless you find evidence to the contrary, such as lies, deceit, undermining, and so forth. I ran into a guy who’s like a porcupine (although I mean no disrespect to Erethizon dorsatum). Every and any approach is treated as a likely attack, creating the immediate need to curl up in a ball and expose painful quills. If you ask, “Why weren’t you at the meeting?” it’s interpreted as, “What are you …


Consulting Triple Play Workshop

Workshop Reminder: Consulting Triple Play Workshop – October 15, Mountain View, CA Early Bird Deadline Expires Tuesday, 9/3. Are you closing new clients?  Getting top fees for your work? Generating proposals that are accepted every time On October 15th,  marketing expert Linda Popky will again be offering the popular one-day Consulting Triple Play workshop in Silicon Valley, focusing on three of my popular topics: How to Acquire Clients, Value-Based Fees, and How to Write a Proposal That’s Accepted Every Time. …



Life Is Too Short

We took the granddaughters to Cru the other night, a new restaurant at the tip of the wharf, nestled in among the huge yachts. It’s both kid-friendly and very “in,” with a hopping bar, a huge common table, and a noise level slightly below a train wreck. But the food is terrific—I had some of the best shrimp, crab, and fluke I’ve ever had. Two tables over sits a man dining by himself. At the intervening table, an attractive woman …


Morning

It’s dawn. A flight of gulls enters my vision ten o’clock high, nine of them, combat air patrol. They hold a rough formation, to let you know that they  can, but every one is a hot shot pilot, doing his own thing as an individual. It appears that one nearest me waggles his wings, a universal greeting from low-flying aircraft. The rabbits are on the lawn, munching away, not a care in the world, the nearest natural enemy a 30-mile …





Alan Weiss’s Monday Morning Memo® – 8/26/13

Alan's Monday Morning Memo

August 26, 2013—Issue #205 This week’s focus point: I see my role in any newsletter as provoking, not trying to be liked or gain consensus or make a nest in the mainstream. In that vein, let me suggest that you deserve what you earn for your talents. If you feel depressed when you fail and guilty when you succeed, you’re in a roller coaster that’s stopped between hills. Beware of the self-loathing that occurs with some people when they feel–and …