Want to Race Me?

So now we have a “non-judgmental” gym in Scottsdale, which doesn’t provide any scales. We’ve had schools abandon “top ten” lists for scholars, and end the practice of valedictorians. Then there are kids who get “participation awards” for just showing up, irrespective of contribution or talent. Why not abandon all accountability, all indicators of excellence, all the positive outcomes of competition? We could stop keeping score at athletic events, shrug off the trains not being on time, forget about the …


The Weight of Political Correctness

This is from reader Doug MacKenzie and demonstrates the bizarre edge we teeter on with people who believe they’re on some higher moral plane: “Alan—hope you are enjoying summer. I thought you might enjoy this vignette about how pc has turned ridiculous. “I joined a new gym in Scottsdale and the second week I looked for a scale to check my weight. I was told the gym is a judgment free zone and they have no scales.  Hmmm.” Doug In …


Here Today, Gone This Evening

A client relationship, no matter how strong, can vanish overnight through no fault of yours. Buyers, technology, competitors, and a host of other variables can all change beyond your power to do much about it. Never allow any one client to be responsible for more than 20 percent of your revenues. And never be so consumed with delivering to one massive client that you fail to market and bring on board others on a regular basis.


Alan Weiss’s Monday Morning Memo® – 8/13/18

Alan's Monday Morning Memo

Some time ago, a beautiful supermodel was on a morning talk show hawking a cosmetic line. She mentioned “foundation” which I’m thinking is a sort of base covering, and said, “Of course, I, personally, don’t need foundation.” At that point, my wife threw a bag of potato chips at the television and both dogs and I hastily left the room concerned about further fallout. But it reminded me of a famous commercial from the 80s with a world-class beauty purring …


Who’s In Charge Here?

Here’s the deal: If your client is in the insurance business, for example, you don’t tell the buyer how to create insurance products and the buyer doesn’t tell you how to consult. Stop trying to please the buyer by conforming with inappropriate requests and suggestions. Start trying to improve the client’s condition by providing your best advice and interventions. If the client really knew how to resolve this, he or she would have already, and you wouldn’t be needed.



I Don’t Care How You Work

I don’t care how my computer works, I care that I can create email, write books, and calculate my finances. I don’t care how medicine works, I care that it can improve my health. I don’t care how my phone works, I care that it can help me reach people personally. Executives don’t care how you work, they care about their own condition being improved. (Only HR will care how you work, and HR is irrelevant.) What exactly are you …


Unintended Consequences (The Power of Bird Brains)

The sprinklers finish their job around 6:15 am here in Nantucket. There are 15 pieces of slate that form a walkway to the pool gate, each surrounded on all sides by grass. So the sprinklers create small “pools” on the slate until the sun evaporates the water. Two robins are in these pools this morning taking complete baths, over several minutes, as I assume they do every time the sprinklers provide the opportunity. They manage to submerge their entire bodies, …