LAST DAY FOR DISCOUNT AT CONSULTING CONVENTION

Sunday is the FINAL DAY for the $200 discount for the Million Dollar Consulting® Convention in Atlanta, and there are only 20 seats left, after we juggled to make more room. Join your colleagues from 9 countries for 2.5 days of guaranteed growth personally and professionally. And we’ll be GIVING AWAY thousands of dollars of free products and services while you’re there! You can register here and read about the faculty: http://www.alanweiss.com/growth-experiences/million-dollar-consulting-convention/ You can watch a recent video here: https://www.youtube.com/watch?v=egtv7p4FovI I …


Whom Do You Trust?

I conduct global events and experiences at Four Seasons, Peninsulas, Mandarin Orientals, and properties of that ilk. I’m usually asked for a credit card and authorization to charge it. These costs are often in the high-five and low-six figures. At the Hyatt Regency in Atlanta, I’ve been asked to complete a form that will take me 30 minutes. Those top properties are run by their marketing and sales departments, but the Hyatt seems to be run by its financial department. …


The Road More Traveled

In this weather, I let the dogs into the yard in the morning via the kitchen door, but then go up to the garage and let them back in through that door. Their feet dry off and they hop in the truck to go for coffee. Bentley has long legs and beats down a variety of long trails through the snow since the yard alone is over an acre. Buddy Beagle, who has to hop in new snow, never tries …


The Interest Connection

There is a juncture in most first conversations with legitimate prospects at which that person will decide whether or not to subsequently meet with you. Whether on a phone call or in a casual conversation at an event or after a speech, the key is to focus on that next “yes”: a personal meeting. The determining factor here is priority, and priorities shift based on value (ROI). For the client to shift time to you from anything else (few are …


N.O.N.S.E.N.S.E.

I’ve mentioned quite often that my respect for someone’s expertise is generally in inverse proportion to the amount of initials after their name, magnified by the obscureness factor. I know what an MBA means, but CRQ-FB8 leaves me seeking a drink. The worst cases of depression after losing a job I’ve encountered are those in which the individual identifies with his or her title, and not contribution. Take away the business card, you take away the identity. Take away the …


Dumb Ass Stupid Management at Gucci and Ralph Lauren

My wife and I are on Worth Ave. in Palm Beach shopping for a wallet and billfold for me. Price is not an issue, and there are dozens of high-end stores elbow-to-elbow. At Gucci, someone approaches after we wander to a display case, and he says, “Men’s wallets are down there” pointing to a different case, and then walks away. I said to my wife, “Not much of a selection,” and she said, “And lousy service.” We walked into Ralph …


Shortcut to Success

Don’t make things overly complex. If you want to succeed in consulting, here’s the sequence: 1. Determine what you love to do and are great at (your value proposition and “sweet spot.”) 2. Identify your ideal buyer for that value (Market Value Bell Curve). 3. Attract that buyer (market gravity and thought leadership). 4. Provide a variety of interventions to move clients to more involvement, higher fees, and less labor (Accelerant Curve). 5. Continually evolve and generate new IP (reinvention …


Job Performance Is Personal

We checked into the Tower Suites of The Palace Hotel, and encountered a desk agent who seemed aloof. She said, “Hello,” not “Welcome to The Palace.” “Checking in?” she inanely asked. “No,” I said, “I’m taking my luggage out for a walk. Of course I’m checking in!” Then told me our room wasn’t ready. I explained to her that this wasn’t the deal, and when the concierge walked over and greeted me by name, welcoming me back again, she suddenly …


10:1

I’ve always advised showing your clients at least a 10:1 return on any option they choose, so that the value of doing business with you is unarguable. (I’ve worked with consulting firms who told me their own clients were delighted with a 3:1 return. I don’t find that sufficient for six-figure fees.)   Be careful about the return on your own investments.   For example, if you purchase a software assessment instrument for $25,000 for use on a single project, …


Finding David

At the recent Million Dollar Consulting® College I told the (probably apocryphal) story of Michelangelo buying a piece of discarded marble and creating the incredible masterpiece, David. When asked how he could do this from a single piece of stone, he said, “I just carved away everything that didn’t look like David.” I told the participants that their careers should be based on what they love doing and are passionate about, and all else should be “carved away.” Michelangelo didn’t …