The Timing Couldn’t Be Better

You’re all facing too many buyers who claim “the timing isn’t right.” Time is a priority, not a resource, so it depends how they choose to allocate their time. My suggestions to deal with this: Co-opt the objection by stating early, “Leaders who think the timing is never right habitually trail their competitors and are not innovative in their markets.” Never have more than two meetings with such a buyer. Ask them for referrals if it’s clear they’re not going to …



Are You Feeling What I’m Thinking?

Therapists are famous for responding to a patient’s comment with: “I didn’t ask what you thought about your family, I asked how you feel about your family.” My observation in business is that logic tends to make people think and emotion tends to encourage people to act. However: As consultants, you have to revert to the logical and not the emotional. You may feel someone isn’t treated well, or that the boss doesn’t give proper credit, or that the environment stifles …


Alan Weiss’s Monday Morning Memo® – 2/26/18

Alan's Monday Morning Memo

It’s hard to escape—nor should we seek to escape—the horror of school shootings. This is not a reality that is acceptable in any decent society. But the important thing in my view is to stop them by finding cause and not blame. Making the immediate solution about gun control will not work. The immediate need is to stop armed people (whether for revenge, mentally unstable, or terrorists) from entering schools. The TSA-type approach has worked globally in airports with millions …


Nevis

There are wild donkeys here. And I don’t mean skinny, weak creatures. They are good-looking, healthy, and highly independent. They are smart enough to walk along the verge and not in the middle of the very narrow roads. We saw one on a patch of grass next to the ocean, and couldn’t figure out how it got there. On the way back I saw it on a path in the underbrush which serves the purpose. The Irish start every sentence …


Imperfect (But Successful) Alan

One of the major reasons that I was able to begin my solo practice with no brand whatsoever and build it into one where corporate giants were calling me was that I was very fast in resolving problems and exploiting opportunities for my clients. I like to tell people that this was caused by my superior intellect but, in reality, I simply found alternatives that would work quickly despite their flaws. Other consulting firms (and most people) waste their lives away (or …




They Shyster Is Coming to Town

Another conman is coming to town. He’s advertising all over the radio that you can attend his “free” seminar (seating is very limited), receive a “free” copy of his book, and learn right there how to “flip houses to make a big profit using other people’s money.” This is as bad as the Nigerian princes asking you to shelter their millions, or the Indian SEO experts who are going to improve your business, or the Czechs who want thousands to …