Alan Weiss’s Monday Morning Memo® – 4/30/18

Alan's Monday Morning Memo

“I’ll get back to you.” Have you ever heard that insidious phrase, or used it? It can make you splenetic. Imagine if this morning this space said, “No Monday Morning Memo as of yet, I’ll get back to you.” You might give me the benefit of the doubt, but what if I pulled that again next week? (A reader once told me he was astounded that my Monday Morning Memo reliably appeared every Monday morning! Imagine if you received it …



Why Service Matters

On the way to church Saturday at 4:30, I realized I had forgotten to make dinner reservations. I called Siena, one of our favorites, from the car and the hostess said they couldn’t accommodate us at 6, which I had suspected, but then she said, “Hold on,” and came back on the line to confirm the reservation. When we arrived, I expected to be seated in Siberia, but we had our usual preferred table in the wine room. The manager, …


To Be or Not To Be (in an Elite School)

I attended a top-rate public school (Rutgers) on government loans, scholarships, and part-time jobs. There’s no way an elite private school could ever have been in that picture. I received a great education. I think the main reason for attending elite schools such as Harvard or Princeton is to make contacts which, supposedly, will stand you in good stead later in your career. Maybe so. I made all my contacts after I entered the workforce, and I haven’t done too …



Sweepers

I increasingly deal with people who just want to get the problem off their desk and onto someone else’s. They don’t want to be bothered with work, and customers just get in the way of trying to be totally unproductive. I call these people “sweepers” because they want to sweep any kind of accountability out of their area. The main reason for this is that they don’t own the business. They have no skin in the game, no pride in …



Applicability 101

I refer to corporate sales as “wholesale” and individual sales as “retail.” In the former, you find a single buyer who can acquire products and services for a wide array of people at significant prices. In the latter, you have a  high volume of people who purchase for themselves at a variety of prices. I used to work exclusively in the wholesale market, and now I work primarily (85%) in the retail market. (I’ve also found very effective ways to …


I Don’t Care That You’ve Been Voted Most Outstanding Unknown Person

If you want awards, apply for them and you’ll get a few. Better yet, buy something from the organization offering the awards and you’ll definitely get some. (That’s the con of these bogus “Who’s Who” listings—you buy the book.) Awards have been debased and devalued. Recently, a music group in Germany received the equivalent of the Grammy Award for a song containing anti-Semitic lyrics. Show me your results, not your awards. The former can make you wealthy. The latter can’t …


Alan Weiss’s Monday Morning Memo® – 4/23/18

Alan's Monday Morning Memo

On Friday I completed my fourth annual Million Dollar Consulting® Convention. I had eight speakers from my community, plus my special guest, Chip Bell (and a surprise magician). Almost 60% of the attendees signed up and paid immediately for my next one in Washington, DC in April, 2019. Here’s what I’ve learned watching these dynamics: You’re far better off having a conversation with the audience than “presenting” a topic and being didactic. Giving people unexpected, extra value is deeply appreciated …