Alan Weiss’s Monday Morning Memo® – 3/26/12

March 26, 2012—Issue #131

This week’s focus point: Organizations which are in terrible shape have usually been victimized by a series of poor decisions by management. There is no reason to believe that they will suddenly see the error of their ways, hire you, and adhere closely to your advice. Instead, they will be protective, defensive, and miserly. But organizations in great shape have leaders who make intelligent choices, are willing to listen to new ideas, and have money to invest. Which would you think are higher potential for your business? Don’t be fooled by the decades-old advice to find or create “pain.” Instead, find strong people for whom you can create growth, innovation, and excitement. They are your top prospects.

Monday Morning Perspective: Even if you are on the right track, you will get run over if you just sit there. — Will Rogers

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© Alan Weiss 2011. 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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