The Larger Picture

Just as many people cast votes based on single issues (abortion, immigration, climate, etc.), despite what other viewpoints the candidate might have, many buyers are similarly myopic. For example, they look solely at expense reduction or new product commercialization. It’s your job to help them see the larger view, and to appreciate that their leadership has to encompass more than the achievement of single issues. Fortunately, that’s a lot easier to do with buyers than with voters. © Alan Weiss …


You Must Be At Least This Tall to Enter This Ride

The time to “double down” in a casino is when you’re ahead and playing with “house money” (winnings). The time to market even more ferociously is when you’re doing well and there’s no pressure to pay the bills. But what too often happen is that people dislike marketing and reduce it or stop it when money is rolling in—even though that was the result of marketing. Learn to love all aspects of your work, not just the delivery, not just …


Heads I Win, Tails You Lose

If your client arbitrarily and unilaterally changes your billing terms when signing the proposal (I hear about this regularly) then you don’t have a trusting, peer-level relationship. Partners don’t do that to each other. But buyers frequently try to take advantage of “venders.” Just because someone doesn’t kick you out of their office and agrees to read a proposal doesn’t mean you have a solid relationship. Make sure you do before plunging onward.  


The Wrong Stuff

I flew to Tel Aviv in a 747, the sole resident of first class. The plane was old, but it was like a huge private cabin. However, I looked forward to the return on a new Triple 7, though I suspected first class would be filled. My plan was to have dinner in El Al’s first class club and sleep for five or six hours on the plane, then do some writing, and have breakfast before we landed in Newark. …




Heading for Israel

I awoke at 5 am for my 5:45 limo to the train station. I caught the Acela down to Newark, and it was smack on time. A very courteous cab driver drove me over to the airport for $20. Why this circuitous route? Because only in Newark can I get a first class, non-stop seat going to Tel Aviv. El Al treats people carefully  but not entirely graciously. Everyone talked to me in Hebrew, and they were all surprised when …


Quiet, I’m Consulting With the Spirits

I receive a lot of questions about how to determine if someone is the buyer or not. People reveal to me that they look for certain signs and listen for certain signals. This is the scapulimancy of the modern consultant. Here’s my response, to ask the other person: “Will this come out of your budget, solely through your approval, or will a superior be involved?” That’s it, two seconds. Save yourself two weeks of consulting your horoscope.


Theodore

TED has always been somewhat pretentious, TEDx a huge dilution of brand. We’re pretty far now from the days of Dan Gilbert and really fascinating, useful information. In the newest offering I received via email today, the “main” attraction was a guy who was going to help us speak up more boldly. After about six minutes my dog fell asleep, and I ended the agony. Then, a woman from the UK who was supposed to be terribly funny, ended each …


What the Election Can Teach Us

It may not be more complex than this: You win some, and you lose some, and some get rained out. But you have to suit up for them all. Winners shouldn’t gloat, losers shouldn’t whine. But we need to face the fact that “what is, is.” We ca’t lead our lives based on whatever we think “should have been.” That’s a fact in business and in our own growth. Deal with the facts and reality and you’ll do better than …