Alan Weiss’s Monday Morning Memo® – 4/23/12

April 23, 2012—Issue #135

This week’s focus point: There is no substitute for judgment and enthusiasm. You can’t teach them and it’s difficult to coach people to improve in these areas. Clients are often struggling to “force” more enthusiasm (“We need a motivational program”) or to “improve” judgment (“Let’s train them in decision making”). Yet this is more of a “buy” and not “make” decision. Most significant leadership jobs require both, and if these traits aren’t present they are unlikely to spontaneously arise. Ironically, the same is true for independent professional services providers. No one else will use good judgment for you, and if you’re not enthusiastic in your next meeting, the other person won’t be, either.

Monday Morning Perspective: We have reached the point where we cannot bear either our vices or their cure. — Livy

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© Alan Weiss 2012. 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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