10:1

I’ve always advised showing your clients at least a 10:1 return on any option they choose, so that the value of doing business with you is unarguable. (I’ve worked with consulting firms who told me their own clients were delighted with a 3:1 return. I don’t find that sufficient for six-figure fees.)   Be careful about the return on your own investments.   For example, if you purchase a software assessment instrument for $25,000 for use on a single project, …


Guest Column: The Silent Zone: Lost Sales or Lost Truth?

By Ari Galper If you’ve been in business for any length of time, you’ve probably experienced being dropped into the “silent zone” — a key moment in the sales process when you say to yourself, “Why has selling become such a painful and arduous process”. The “silent zone” is when you’ve worked with a prospect over a period of time, built a relationship over-the-phone or in-person (at least you thought you built a relationship), they expressed serious interest in your …


Alan Weiss’s Monday Morning Memo® – 12/15/14

Alan's Monday Morning Memo

This week’s focus point: Have you noticed that people spend more time complaining than helping themselves? I pack as if I expect my luggage may be lost, so I take an extra outfit in my carry-on. I always have books on my iPad which is with me when I’m waiting for a doctor’s inevitably late appointment. I don’t argue with front-line people, I call an executive. I belong to every club I can so that I receive preferred treatment when …


Finding David

At the recent Million Dollar Consulting® College I told the (probably apocryphal) story of Michelangelo buying a piece of discarded marble and creating the incredible masterpiece, David. When asked how he could do this from a single piece of stone, he said, “I just carved away everything that didn’t look like David.” I told the participants that their careers should be based on what they love doing and are passionate about, and all else should be “carved away.” Michelangelo didn’t …



Alan Weiss’s Monday Morning Memo® – 12/8/14

Alan's Monday Morning Memo

This week’s focus point: Unemployment is under six percent. We’ve added more jobs in 2014 that we have since 1999. Gas is under $3 per gallon, down 50 cents from a year ago. Yet a guy at a speech in Waltham the other day says from the audience, “I don’t agree with your optimism.” I told him that he was entitled to hold a wrong opinion. You can see the glass as filled, half-filled, half-empty, or smashed. While other people …


Do You Have A Future Or Just Another Today?

Adding older age to our time here makes no sense unless we are adding value to our time here. The “wisdom” is not to ask for ten years of experience in a job candidate because he or she might have had the same year ten times over. But the same applies to our lives. Are you growing, or stable, or retrogressing? Some idiot on Facebook is dumb enough to actually post that he’s stopped reading all periodicals, stopped watching television …



There’s A Sommelier in My Wine!

My wife and I were dining at Toppers, the very high-end restaurant at the Wauwinet Inn on Nantucket, as we have been doing for over 20 years every summer. On this particular evening, I ordered a very nice Meursault. The opening and tasting ritual was successful, and we were enjoying the wine when I noticed the sommelier fussing around with the decanter nearby. She soon returned to tell me that she was not happy enough with the wine, and was …


Lessons from the Million Dollar Club

These notes courtesy of Matt Kolbusa, from Hamburg, who joined us for the first time and made excellent summary observations of our three days together. The Million Dollar Club comprises no more than ten firms whose principals meet annually in exotic locations to discuss business, life, and the future.   What do I do from January to March 2015 to increase my earnings from last year by 50%? New value to existing clients: what exactly to whom? Make a list! …