Business Basics

Some things to bear in mind: • The next time you hear a human resources person ask for a result rather than a deliverable, check your blood alcohol level. • The average article posted on LinkedIn is titled something like this: “Six Reasons Why You Can’t Follow the Normal Six Reasons to Run Meetings.” • Culture consists of those beliefs which govern behavior. Culture will not change if the beliefs do not change. (Ergo, “lip service.”) • No ethical person …


Good News/Bad News

The statistics announced this morning from an industry source claim that four out of ten small businesses plan to hire staff in the months ahead. (Small businesses are the sole creator of net new jobs; large companies tend to replace or reduce staffs.) Their biggest challenge? They can’t find qualified people with the skills and attitudes needed for success. I don’t feel the need to comment further.


The Ask

• How can we best work together? • Why don’t I ask a few simple questions and prepare a proposal for you? • What are your budget constraints, if any? • What is the decision making process here? • Can you decide on this unilaterally? • Are there any obstacles to working together we haven’t yet discussed? • What would your ideal future look like as a result of such a project? How many of these are you routinely asking? …


The View From Here

I’m in Newport this week conducting the Million Dollar Consulting® College. Each morning I awake to the beautiful view of the bay leading to the Atlantic. Some mornings it’s rough, some smooth as glass, but it’s always the same vista. If I expected the earth, sea, and sky to somehow change, I’d be daft. Your basic vista each morning is unchanging, in that you need to find clients by convincing prospective buyers of your value to them. That doesn’t change. …


Let’s Talk

Heads will roll in Brussels because government departments didn’t talk to each other to share threat levels and terrorists’ movements. The same phenomenon occurs within your clients. They focus more on talking to their customers than among their own people. The most important best practices are internal best practices. Create the environment in which people can talk to each other and share best practices and valuable knowledge and you’ll improve any organization. © Alan Weiss 2016


Stop Trying to Be Right

Your prospect has an issue that’s been of concern for some time. Don’t try to shine by solving it in 20 minutes in the office. You won’t prove how bright you are, but will probably insult your prospect and also be wrong. Build a trusting relationship. Stop trying to prove you have all the answers. Having the right questions will serve you and the buyer far better. © Alan Weiss 2016


Breakfast Is Not Included

At my hotel in Hamburg the woman at the desk specified that breakfast was not included in my room rate. I ignored that and asked if I could upgrade to a suite in any case (I hadn’t made the original reservation). She found one and promptly informed me that breakfast was now included. When she escorted me to the room, she carefully explained that the water in the room was included in the rate. So was the wifi. But accessing …


Instant Rewards, Just Mix In Attentiveness

My coordinator at Caesar’s Palace in Las Vegas reacted immediately when I told her the bartender at the reception the prior evening was terrific. “That was Jimmy,” she said, “and he’ll get points for that immediately.” She explained that any customer who singled out an employee’s helpful service generated points which the employee could use to shop online. I immediately gave her two more people who had been extremely helpful. Do your clients use immediate rewards to stimulate and sustain …


Go Long

When I was young, we’d gather in the schoolyard to play a variety of games, one of the most popular of which was touch football. In the huddle, the quarterback would actually tell each kid what to do: “You block Jones, you block Daniels, you run a short pass pattern on the right,” and so on, Since I was very fast (I became a varsity sprinter in high school in my freshman year) I was usually told, “Weiss, you go …


My Son Is A PhD, Not the Kind of Doctor Who Helps People

The way the medical system is today, the traditional family doctor (now your “primary physician”) can’t do very much! The minor stuff is handled by a physician’s assistant, who is empowered to treat patients and write prescriptions, and the major stuff is referred to a bewildering number of specialists. In other words, the GP is capable of scaring you with a health issue, but not helping you to overcome it! Don’t let that be your fate as a consultant. Specialization …