I had to give bad news to a buyer about one of his lieutenants some years ago. I was concerned because this was a high six-figure client overall, and the buyer was president of a major division. On top of that, he had a Ph.D. in chemistry.
“I’m sorry to have to tell you this, John,” I began. After I was done, he said, “Alan, it’s disappointing, but we’re both scientists and we have to abide by the empirical evidence.” At that point, I turned around to see if another scientist had entered the room. But, no, he was referring to me (and pre-Ph.D. of my own).
As I thought about that subsequently, I realized this: We experts make observations that we combine into principles. (I call them “processes” in my books.) For example, we may observe that people are leaving a company only in two of its five areas, and realize that it’s not the company that is causing turnover but rather the two leaders in those areas. Thus, the principle is that employees leave bosses, not companies.
We then use those principles to make predictions: In this case, we need to hire and/or promote leaders who realize and demonstrate that their job is to attract, nurture, and retain talent. If we do that, we’ll have strong, sustainable high performance.
What do you know? That’s what Aristotle and Leonardo both did. We are “scientists,” so we might as well accept that and get good at it.
To mistrust science and deny the validity of scientific method is to resign your job as a human. You’d better go look for work as a plant or wild animal. —P.J. O’Rourke
New! Evergreen Client Relationships: Join the global sales strategy expert, Colleen Francis, and me, for 1.5 days of intense work on:
- Finding and landing ideal clients which possess huge potential for you
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- Expanding your influence to exponentially grow opportunities within each client unit and site.
Would you like to learn how to develop million dollar clients with which you work over many years? We have, and we’ll show you how.
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Shameless Promotion Meets Social Media Strategy: Global social media strategist Lisa Larter and I will help you create dynamic, inexpensive, effective approaches to promoting your business in both corporate and retail environments. How good is Lisa? She handles all my technology and internet strategy, and I was a social media cynic! Come and listen to the converted in Naples, Florida: https://www.alanweiss.com/growth-experiences/shameless-meets-social/
2018 Million Dollar Consulting® Convention: This is in Boston in April. Almost 60% of the Chicago participants signed up in advance to guarantee their seats. There’s nothing else like this, 2.5 days of accelerated learning, great speakers, networking with global colleagues, and business growth. You can save 60% if you register this month: https://www.alanweiss.com/growth-experiences/million-dollar-consulting-convention-2018/
2018 Livestream Series: My 2017 livestreaming was so successful globally that I’ve launched 20 for next year, 10 in my Genesis of the Sale Series, and 10 in my Exponential Growth Series. You can engage in Q&A in real time and/or watch the recordings of packed content in 60-minute segments. There’s a huge discount for all 20 which results in unique learning at low investment. https://www.alanweiss.com/growth-experiences/livestream-experiences-2018/