Alan’s Monday Morning Memo – 01/24/11

January 24, 2011—Issue #71

This week’s focus point: In the American football playoff season, it’s of no small note to realize that those of us providing professional services are seldom, if ever, the “home team.” We’re usually “on the road,” and we must learn to win on the road. That means we need to silence the crowd (the resistors), control the ball (manage the conversation), and never get rattled (possess self-confidence). Every successful team must win on the road. For us, that’s almost always the case, so we might as well get good at it.

Monday Morning Perspective: When a tree decays it is not normally from sickness and never (one assumes) from sin. It decays because it has reached its maximum growth maintaining that size and weight for the period usual with that type of tree. It cannot live forever in any case. Institutions, whether political or industrial, are not essentially different. — C. Northcote Parkinson, “In-Laws and Outlaws”

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© Alan Weiss 2010. All rights reserved

I remember a meeting with a boutique consulting firm that had fallen on hard times. The debate was whether or not to sell their magnificent conference table. “Where would clients sit?” asked one partner. “We have no clients,” stated the advocate of selling. You can’t cut your way to renewal or success. Top line growth is the key to bottom line achievement, for you and for your clients. Today is the time to invest in the future. Once you cut muscle, you’re powerless.
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One Response to Alan’s Monday Morning Memo – 01/24/11

  1. Helen Cooke says:

    Alan – I always read your Monday Morning Memo. Your insight re: “not being the home team” is outstanding. Thanks for all you share for the benefit of legions of consultants!

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