Expert insights. Personalized for you.
People seem to wonder what I mean by “peripheral skills,” which are skills not immediately critical to your profession but do tend to set you apart. A brief example, which I’m sure you’ve all experienced. MORE
The Wall Street Journal actually ran a piece recently on how to judge and improve employee happiness. Some time ago I was asked by a consultant whom I was coaching how to handle a dilemma. MORE
I’ve never understood consultants who are flummoxed by a prospect saying, “Others can do this cheaper than you.” ” Do you shop for the cheapest heart surgeon, or mechanic for your car, or roof repairer? MORE
If you don’t think you can change “culture” quickly in an organization, just look at the shift in the Democratic Primary from South Carolina until now. What’s required in organizations? Clear exemplars of change who are respected. MORE
I’m watching a lot of football this time of year, and all of these teams are filled with star athletes, even at third-string. Yet only some teams are far above the pack. it’s not the athletes, it’s the coaching. The same applies to business. MORE
I’m astonished by how little designers (cars, hotel rooms, appliances, furniture, etc.) consult with their perspective customers before they produce the final product. MORE
Preventive action is far superior to contingent action, because it saves money, time, embarrassment, and sometimes, lives. MORE
Having an admired web site, or a book doing well on Amazon, or a kibillion “likes” on social media may be quite fulfilling. But none of that means a thing if your business isn’t growing. MORE
If you’re going to hold a panel discussion: • Have a few panelists (3) not a lot, otherwise everyone will drone on about every question. Move things along and make sure audience questions are the focus. • MORE
56 
We’ve all been coaches, formally or informally, and we’ve all been coached. I don’t see coaching as a “discipline” that requires a certificate or a certain model. MORE
52 
“Momentum” is a fascinating dynamic. Joe Biden’s “resurrection” in the Democratic Primary race began when a single, powerful politician in South Carolina strongly and publicly backed him. MORE
52 
Stop craving affection and start generating respect. You accomplish that by demonstrating how you can improve my life, not by pandering or telling me how good you are. Prospective buyers need expertise, not a buddy. Business of Consulting MORE
52 
You can’t “build” enthusiasm or energy or humor or courtesy. I believe these are intrinsic traits. People motivate themselves, you can’t motivate them. You can’t even intimidate them, people choose to be intimidated. MORE
There are some (high-end and mid-range) hotels that expect you to wait in line to check in while an inadequate number of desk clerks plow through the myriad details. There are others which allow you to check in before you arrive and go directly to your room, using your smart phone. MORE
Here’s a much more original, non-vanilla note to keep in touch with clients: Dear Alan, I know that this is an extremely challenging time for all of us. The hospitality industry is not just a career but it’s our passion and lifestyle. MORE
A few things a client or prospect should never hear or see: • A web page that says “site under construction.” ” • A voice mailbox that says the mailbox is full and you cannot leave a message. • MORE
During my livestream I couldn’t even get to all the questions. Here are some of those and my responses. To watch the recording, go here: [link]. What is your best/worst case estimate for getting back to more normal times? MORE
I use a one-on-one personal trainer. Thus far, he’s legally been able to continue to work with customers in his gym, but that could end any day. I workout Monday, Wednesday, and Friday, and this past Monday I asked what he would recommend as a “maintenance discipline” for me if he had to close. He put some of his weights in my trunk and told me what to do to keep in shape. I was impressed and thankful. What weight are you providing for your best clients? MORE
How Do You Interact with Your Customers and Prospects in Time of Crisis and Uncertainty? . I’ve long preached that not all customers are alike, and the customers themselves most certainly are not always right. They often know what they want but not what they need.) MORE
There are close to 50 production cars (not multi-million dollar limited run cars) on sale in the US today that cost a minimum of $100,000, from a low of some SUVs to the high of a Rolls Royce. You can see most of them on the road every day. MORE
Here’s the deal: If someone tells me they need help, and I give them advice that I know works and will work for them, and they are still unsuccessful and tell me, “I’m already doing what you told me to do and it’s not working,” I reply, “That’s because you’re not doing it WELL enough!” MORE
52 
A proposal for consulting, advisory, and/or coaching services should be about 2.5 pages and take you 20 minutes to create. That’s because you should already have conceptual agreement with the buyer, and a proposal is a summation of prior agreement, not a negotiation or an exploration. MORE
People take some days off for the holidays, but they don’t go on sabbatical! If you decide to stop marketing for the month then stop wondering why your sales pipeline is dry during the first quarter of 2020. Alan’s Thought For Today Business of Consulting MORE
Here’s some heresy: At executive level in larger companies buyers are not trolling web sites to choose advisors. They may assign their assistants to find venders.) MORE
My recent trip to Malta and Croatia reemphasized some customer service points. The server would ask if I wanted warm milk with my coffee. Why on earth would you put cold milk in hot coffee? The servers brought the credit card machine to the table, so that my card never left my possession or sight. MORE
56 
The lawyers have a saying about the courtroom: Never ask a witness a question for which you don’t already know the answer. When you walk into a prospective buyer’s office, there are only six things that are usually said first (e.g., “What can I do for you?” MORE
70 
How strong are myths and “taboos”? In the US, you’ll seldom see a 13th floor on the elevator buttons or rooms that begin with “13.” ” There IS a 13th floor, of course, but the hotel labels it the 14th and skips 13. MORE
Let’s consider we’ve been in the current, highly restricted conditions for about two weeks. And let’s assume that 20 hours of that week you’re taking care of your family, shopping, home schooling, keeping in touch with friends and extended family, etc. That leaves 20 hours. MORE
If you’re writing articles without real-world, contemporary examples to which the reader can relate, you’re merely writing conceptual pieces which aren’t going to persuade prospects. Think of all those awful college professors who merely read their notes and pontificated. MORE
What have we learned from the health crisis? Here are some ideas for your consideration: Marketing for the Future. Get into the “public square” with your analysis based upon your expertise (supply chain, talent retention, IT, change management, etc.). Err on the side of informing too many people. MORE
One of the best reasons to provide remote services to your clients is for conditions such as exist right now. Either valid or panicked reactions to meetings and public assembly create the need to work with people by remote means, in groups, or one-on-one. MORE
Billy Joel sang “don’t go changing’ just to please me… ” Don’t try to accommodate every prospective buyer, vary your style, meet his or her demands. Be yourself. MORE
I’ve looked for three things when I’ve interviewed candidates for my clients: High energy. Wide vocabulary easily employed. Well developed sense of humor (which to me is a clear sign of intellect). MORE
The recovery question that emerges after this next, intense period of infection they’re predicting, will be whether it is a “V” shape, with a strong, immediate recovery after a dramatic decline, or a “U” shape, which has a waiting period at the bottom and then a dramatic recovery. MORE
Most attempts to formulate strategy, in any size business, are a waste of time, because: • The process attempts to look too far into the future in volatile times. Assumptions are used in place of facts. • The wrong people are included in the process. • MORE
Alan Weiss
APRIL 1, 2020
The recovery question that emerges after this next, intense period of infection they’re predicting, will be whether it is a “V” shape, with a strong, immediate recovery after a dramatic decline, or a “U” shape, which has a waiting period at the bottom and then a dramatic recovery.
Alan Weiss
MARCH 29, 2020
Let’s consider we’ve been in the current, highly restricted conditions for about two weeks. And let’s assume that 20 hours of that week you’re taking care of your family, shopping, home schooling, keeping in touch with friends and extended family, etc. That leaves 20 hours.
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Alan Weiss
MARCH 28, 2020
During my livestream I couldn’t even get to all the questions. Here are some of those and my responses. To watch the recording, go here: [link]. What is your best/worst case estimate for getting back to more normal times?
Alan Weiss
MARCH 26, 2020
Here’s a much more original, non-vanilla note to keep in touch with clients: Dear Alan, I know that this is an extremely challenging time for all of us. The hospitality industry is not just a career but it’s our passion and lifestyle.
*Already submitted with the first entry, please contact me if you would like me to write up again.
Alan Weiss
NOVEMBER 11, 2019
People seem to wonder what I mean by “peripheral skills,” which are skills not immediately critical to your profession but do tend to set you apart. A brief example, which I’m sure you’ve all experienced.
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Alan Weiss
MARCH 16, 2020
What have we learned from the health crisis? Here are some ideas for your consideration: Marketing for the Future. Get into the “public square” with your analysis based upon your expertise (supply chain, talent retention, IT, change management, etc.). Err on the side of informing too many people.
Alan Weiss
MARCH 11, 2020
If you don’t think you can change “culture” quickly in an organization, just look at the shift in the Democratic Primary from South Carolina until now. What’s required in organizations? Clear exemplars of change who are respected.
Alan Weiss
MARCH 10, 2020
One of the best reasons to provide remote services to your clients is for conditions such as exist right now. Either valid or panicked reactions to meetings and public assembly create the need to work with people by remote means, in groups, or one-on-one.
Alan Weiss
FEBRUARY 21, 2020
If you’re going to hold a panel discussion: • Have a few panelists (3) not a lot, otherwise everyone will drone on about every question. Move things along and make sure audience questions are the focus. •
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Alan Weiss
MARCH 9, 2020
“Momentum” is a fascinating dynamic. Joe Biden’s “resurrection” in the Democratic Primary race began when a single, powerful politician in South Carolina strongly and publicly backed him.
Alan Weiss
MARCH 8, 2020
The Wall Street Journal actually ran a piece recently on how to judge and improve employee happiness. Some time ago I was asked by a consultant whom I was coaching how to handle a dilemma.
Alan Weiss
MARCH 7, 2020
You can’t “build” enthusiasm or energy or humor or courtesy. I believe these are intrinsic traits. People motivate themselves, you can’t motivate them. You can’t even intimidate them, people choose to be intimidated.
Alan Weiss
FEBRUARY 26, 2020
We’ve all been coaches, formally or informally, and we’ve all been coached. I don’t see coaching as a “discipline” that requires a certificate or a certain model.
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Alan Weiss
SEPTEMBER 14, 2019
If you’re writing articles without real-world, contemporary examples to which the reader can relate, you’re merely writing conceptual pieces which aren’t going to persuade prospects. Think of all those awful college professors who merely read their notes and pontificated.
Alan Weiss
FEBRUARY 14, 2020
I’ve looked for three things when I’ve interviewed candidates for my clients: High energy. Wide vocabulary easily employed. Well developed sense of humor (which to me is a clear sign of intellect).
Alan Weiss
FEBRUARY 13, 2020
There are some (high-end and mid-range) hotels that expect you to wait in line to check in while an inadequate number of desk clerks plow through the myriad details. There are others which allow you to check in before you arrive and go directly to your room, using your smart phone.
Alan Weiss
FEBRUARY 12, 2020
Billy Joel sang “don’t go changing’ just to please me… ” Don’t try to accommodate every prospective buyer, vary your style, meet his or her demands. Be yourself.
Alan Weiss
SEPTEMBER 9, 2019
The lawyers have a saying about the courtroom: Never ask a witness a question for which you don’t already know the answer. When you walk into a prospective buyer’s office, there are only six things that are usually said first (e.g., “What can I do for you?”
Alan Weiss
FEBRUARY 10, 2020
Preventive action is far superior to contingent action, because it saves money, time, embarrassment, and sometimes, lives.
Alan Weiss
MARCH 24, 2020
I use a one-on-one personal trainer. Thus far, he’s legally been able to continue to work with customers in his gym, but that could end any day. I workout Monday, Wednesday, and Friday, and this past Monday I asked what he would recommend as a “maintenance discipline” for me if he had to close. He put some of his weights in my trunk and told me what to do to keep in shape. I was impressed and thankful. What weight are you providing for your best clients?
Alan Weiss
OCTOBER 22, 2019
I’m astonished by how little designers (cars, hotel rooms, appliances, furniture, etc.) consult with their perspective customers before they produce the final product.
Alan Weiss
DECEMBER 7, 2019
I’ve never understood consultants who are flummoxed by a prospect saying, “Others can do this cheaper than you.” ” Do you shop for the cheapest heart surgeon, or mechanic for your car, or roof repairer?
Alan Weiss
JANUARY 31, 2020
Having an admired web site, or a book doing well on Amazon, or a kibillion “likes” on social media may be quite fulfilling. But none of that means a thing if your business isn’t growing.
Alan Weiss
JANUARY 29, 2020
Most attempts to formulate strategy, in any size business, are a waste of time, because: • The process attempts to look too far into the future in volatile times. Assumptions are used in place of facts. • The wrong people are included in the process. •
Alan Weiss
JANUARY 26, 2020
A proposal for consulting, advisory, and/or coaching services should be about 2.5 pages and take you 20 minutes to create. That’s because you should already have conceptual agreement with the buyer, and a proposal is a summation of prior agreement, not a negotiation or an exploration.
Alan Weiss
JANUARY 11, 2020
How strong are myths and “taboos”? In the US, you’ll seldom see a 13th floor on the elevator buttons or rooms that begin with “13.” ” There IS a 13th floor, of course, but the hotel labels it the 14th and skips 13.
Alan Weiss
JANUARY 8, 2020
Stop craving affection and start generating respect. You accomplish that by demonstrating how you can improve my life, not by pandering or telling me how good you are. Prospective buyers need expertise, not a buddy. Business of Consulting
Alan Weiss
DECEMBER 21, 2019
People take some days off for the holidays, but they don’t go on sabbatical! If you decide to stop marketing for the month then stop wondering why your sales pipeline is dry during the first quarter of 2020. Alan’s Thought For Today Business of Consulting
Alan Weiss
DECEMBER 14, 2019
Here’s the deal: If someone tells me they need help, and I give them advice that I know works and will work for them, and they are still unsuccessful and tell me, “I’m already doing what you told me to do and it’s not working,” I reply, “That’s because you’re not doing it WELL enough!”
Alan Weiss
NOVEMBER 29, 2019
I’m watching a lot of football this time of year, and all of these teams are filled with star athletes, even at third-string. Yet only some teams are far above the pack. it’s not the athletes, it’s the coaching. The same applies to business.
Alan Weiss
OCTOBER 2, 2019
A few things a client or prospect should never hear or see: • A web page that says “site under construction.” ” • A voice mailbox that says the mailbox is full and you cannot leave a message. •
Alan Weiss
SEPTEMBER 30, 2019
My recent trip to Malta and Croatia reemphasized some customer service points. The server would ask if I wanted warm milk with my coffee. Why on earth would you put cold milk in hot coffee? The servers brought the credit card machine to the table, so that my card never left my possession or sight.
Alan Weiss
NOVEMBER 20, 2019
Here’s some heresy: At executive level in larger companies buyers are not trolling web sites to choose advisors. They may assign their assistants to find venders.)
Alan Weiss
SEPTEMBER 7, 2019
There are close to 50 production cars (not multi-million dollar limited run cars) on sale in the US today that cost a minimum of $100,000, from a low of some SUVs to the high of a Rolls Royce. You can see most of them on the road every day.
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