The Mountaintop

Trinity Rep is currently performing The Mountaintop by Katori Hall (directed by Kent Gash). It takes place in a single 100-minute act in the motel room outside of which Martin Luther King was shot on the balcony. It is a supernatural play about a hotel maid cum angel (Mia Ellis) who prepared King (Joe Wilson, Jr.) for his death. Wilson is a Trinity actor of long-standing and great versatility (he was the emcee in Cabaret, for example) and this is …



Aspirational Performance

People are tending to buy “aspirational performance” more than true performance. They buy strong brands without experiencing them first. They walk into the theater loving a play like Hamilton before it even starts and without having heard one line live. What aspirations are you placing in front of, or indicating you’ll fulfill for, your prospects?


Trick Question: What’s Your Job?

I’m working at my computer when room service arrives. I let her in and continue my writing while she sets up. BUT she insists on trying to engage me in conversation, explain the food (it’s cereal, very difficult to figure out), and chat. She’s told to engage the guests but not told and/or doesn’t have the common sense not to interrupt a busy guest. l You have to hire intelligence, not robots.


Thank You for Arriving at My Blog, yada, yada, yada….

I called the Mandarin Oriental in Miami today to arrange something for my arrival. As they are required to do, the operator has a 15-second or so introduction involving the hotel’s name, her name, and a greeting, then an offer of help. Sometimes the hotel’s credentials and awards are also recited. These are created by some dimwitted management committee which doesn’t realize guests want a fast response, not an announcement that they are happy to be of service. All of …


Nexus

A “nexus” is a connecting point or meeting place. A great idea in isolation is the tree falling in an uninhabited forrest. A great list of prospects in isolation is a telephone book. What is the nexus you need to create to bring your best IP to your ideal buyers? Be careful, because if you contact the wrong people you’re wasting money, and if you contact the right people with an uninteresting idea, you’re wasting relationships. © Alan Weiss 2017


Who Cares How It Works?

Understand how your customers apply and use things, not how those things work. My father-in-law was able to stick his head under a car’s hood and fix anything in there that went wrong. But he didn’t drive his car any better than I drove mine, which I took to the dealer for any servicing. You may be adept at using your computer, but you don’t know (I hope) how the innards actually cause typing to become words and email. It …


A “Typical” Day

I’ve been requested to describe a typical day. When I’m home, and not traveling, it looks like this: • Arise around 6 • Quick bowl of cereal, shared with the dogs. • If non-workout day, take the dogs for coffee and biscuits. If workout day, do some of the below before leaving at 7:45 for my 8:00 appointment at the gym with my trainer. • Review all email and respond, trash, or file. It is seldom filed, since I don’t …


Is That Dog Ignoring Me?

A German-speaking man visited us and began talking to Bentley in German. Bentley, who’s quite good with English commands, was as befuddled as I was. “Odd,” said the man, “I thought the dog was a German Shepherd.” “He was born here,” I told him, not understanding if he were serious or not. Recently, I heard someone from Spain use “leitmotif” in a sentence. “Wow,” I thought, “what a great command of English he has!” But that’s equally dumb. Leitmotif is a …


Once An Accident, Twice A Coincidence, Three Times A Pattern

Find the cause of your success and failures. Correlation is certainly not cause, and neither is coincidence. My dogs paw a door they want opened. The door is only opened when I’m around and going where they want to go. An occasional correlation isn’t cause. Some people find the real buyer in a meeting they were having with a non-buyer they thought was the buyer. That’s coincidence (luck). So is wearing a favorite outfit or rubbing a lucky coin. All this …