Create Some Perspective

As consultants, we often need to create perspective. That’s because if we simply and uncritically compare issues and performance around us, we may find we’re on the fast track to the lowest common denominator. The media fill the air with bad news because that attracts higher ratings than good news. (Do you know that Apple just had a phenomenal quarter, but when results were announced the stock declined?) We become inured to volatility (the market hit a record yesterday). We …


Alan Weiss’s Monday Morning Memo® – 10/28/13

Alan's Monday Morning Memo

October 28, 2013—Issue #214 This week’s focus point: I was chatting with Dan Pink (“Drive,” “To Sell Is Human”) in Palm Beach last week, and we rapidly agreed that purpose trumps pleading! In other words, demonstrate a higher purpose than merely a purchase, and people respond with more commitment and generosity. My favorite technique is “because.” If you begin or end your request with “because” and provide the rationale, people respond far more favorably. Instead of “Please contribute to our …


Thought Leadership

I’m on my way home from my fourth annual Thought Leadership Conference, this one featuring guests Randy Gage and Dan Pink. Next year will be October 22-24 back here in Palm Beach or environs. The guest speaker will be announced in the next couple of months once negotiations are complete. The maximum participation is 25, and there are only six seats remaining! There is no place else where in three days you can hear great thinkers, share meals with them, …





Alan Weiss’s Monday Morning Memo® – 10/21/13

Alan's Monday Morning Memo

October 21, 2013—Issue #213 This week’s focus point: The last successful “elevator pitch” was probably someone actually selling an elevator (perhaps Otis). Power is with the buyer, not the seller, because information is readily available. My son-in-law knows more about buying a computer than the sales people do about selling them. We can check anything from brokerage fees to an auto’s invoice price to the dealer online. We can investigate, compare, and choose dinner reservations, airline fares, or vacation destinations …


Alan’s Hiring and Management Guide for Today

It’s amazing that what ought to be similar experiences vary based upon the motivation and engagement of people. I arrived at the Providence Airport today and a very pleasant TSA agent who was tending to the line (six people) greeted me nicely. After a 20-second wait, a woman at the desk told me that I qualified for Pre-Check, which I had no idea existed in Providence. “It’s new here,” she said, “please go through the gate my colleague is opening.” …


Warning Signs of Excessive Neediness

• Anything less than a standing ovation after you speak is a failure. • You require that people prove they’re reading all of your posts on Facebook. • Religiously tracking your Klout score weekly. • Comparing your follower, friends, and links to others to see how you rate. • Trying to never allow anyone else to be the center of attention. • Applauding yourself (“And then I was told I was the best who ever….”). • Unhappiness when the client …