If You’re An Expert….

• You have opinions of value based on your knowledge and experience that are provocative and don’t have to be otherwise justified or substantiated. • You are cited by others (positively or negatively). • You create new intellectual property on a continuing basis. • You are global in your impact, utilizing technology, appearing on varied platforms. • You command high fees. • You don’t need to cite others’ work to buttress your own. • You are a contributor who creates …


Are You An Expert Or A Delivery Wagon?

If you walk into a meeting with a buyer oriented toward a “solution” or methodology, you’re going to default to it like a homing pigeon no matter what the buyer says about his or her needs. If you walk in with the intent to remain “present” and in the moment, you’ll be able to respond to what the buyer is expressing as important. I’ve heard consultants respond to a buyer who says, “We need to improve our repeat business from existing …


Sometimes You Have to Learn and Let Go

Earlier this month my wife and I were flying from Miami back to Boston. Everyone was aboard with 20 minutes remaining until departure. I mentioned to my wife that the first class flight attendant was not bothering to offer drinks—not even soft drinks—and wasn’t very attentive. During the meal, she was polite but very slow. She never thought to refill a drink until asked.   After the meal, she came up to us and said, “Do you remember me?” I …


Alan Weiss’s Monday Morning Memo® – 1/20/14

Alan's Monday Morning Memo

January 20, 2014—Issue #226 This week’s focus point: It’s not difficult to be a smart business person or consultant, but it’s even easier, unfortunately, to be a bureaucrat. Rhode Island is considered a horrible state for business because of onerous taxes and ridiculous demands. The city in which I live, which has a great quality of life, recently sent a state-mandated form to be completed because I own a small business (as if I had a retail business). It took …


How to Impress A Buyer

If you want to impress a buyer at your first meeting in the buyer’s office, think about these techniques: • Google the firm and find out something about it’s recent history worth discussing. • Google the person and find something in his or her recent history worth discussing. • Find out who the top competitors are. • Arrive early—never risk being late. • Shake hands firmly when you introduce yourself. • Wait to sit down until the buyer indicates you …



Why Pay When You Can Ignore the Charge?

A person ordered a book, we sent it immediately, the credit card turned out to be denied, and the individual refuses to pay or even respond to communications. I promised I would let others know:   Drue Mills Stillwater, Oklahoma It’s a small matter, but theft is theft, right? There should be consequences. I hope you’re very proud.


Hollywood Implosion

Is there any life form more self-absorbed than the Hollywood crowd? The recent Golden Globe Awards were hysterically funny, but not deliberately. There’s a huge amount of noise in the room even when nominations are being read. That’s because no one is interested in what’s going on if they are not personally involved, and everyone appears to be drinking pretty heavily. Both Woody Allen and James Spader had the good sense not to show up, even though the former was given …


Consulting for Dummies

I’m told that this is an actual passage from the author and book listed below. Supposedly, he is using his “50 years of consulting experience” to instruct the reader on how to consult. I’d say he’s 50 years (or more) out of date. You don’t bill by time units, you don’t find “solutions” (you create improved performance), and I respect my clients far more than to think they just want justification as to why they can’t accomplish things. This is …


Alan Weiss’s Monday Morning Memo® – 1/13/14

Alan's Monday Morning Memo

January 13, 2014—Issue #225 This week’s focus point: When I was much younger, a European executive told me he wanted his money in “American dollars in American banks on American soil.” Since then I thought such sentiments were long gone. But the prospects today are that the US will be the most lucrative place to invest in the world in the decade ahead. Buoyed by a booming economy and the most powerful energy production (and self-sufficiency) in the world, we …