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Recency Bias

Recency Bias

We’ve all seen clients unduly influenced by the last thing they heard—recency bias. I remember a consultant working with me in a Fortune 25 company saying this of our mutual buyer: “She’s off to another seminar, meaning she’s going to come back yet again with another reorganization and flavor of the month.”

That’s easy enough to scoff in others, but I’ve heard consultants say that they’re going to launch an initiative to cold-call CEOs from home, or create training materials you can read while driving. Why do they think these are good ideas? Because some guy in a bar in the Kansas City Airport waiting for the same delayed flight said it was brilliant.

And I’ve seen consultants reject writing a book or refuse to pursue referrals because one unsuccessful stranger at a conference in Albany scoffed at the idea and said the future was solely Instagram.

Stop being a ping pong ball, following the trajectory of the last person who smacked you. Everybody has advice. Stop listening to just anybody and solely ask people you respect, and quite a few of them.

But don’t just take my advice. Ask others you respect if they think I’m right.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 1

  • Kody Henry

    June 4, 2017

    That’s why I only read & follow Alan Weiss! Just found your blog after reading your books and oddly enough I’m from Kansas City.

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