Alan Weiss

ABCs

Alan Weiss

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.

How Are You Investing (Not “Spending”) Your Time?

Alan Weiss

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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Q&A on Sustaining and Building Business in Crisis Times

Alan Weiss

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?

Staying in Touch with Clients

Alan Weiss

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.

The Surprising Effects of Business Vs. Leisure Travel

*Already submitted with the first entry, please contact me if you would like me to write up again.

Peripheral Skills

Alan Weiss

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.

Future Marketing Suggestions

Alan Weiss

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.

The Democratic Party Culture Change

Alan Weiss

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.

Business As “Usual”

Alan Weiss

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.

Panel Success

Alan Weiss

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. •

The Definitive Guide to Becoming a High-Growth Company

Why do some companies grow at a double-digit pace every year, while others experience nominal (or even flat) growth year over year? Discover the common attributes that your High-Growth Clients have in common as they outperform their competition in top-line growth!

Momentum

Alan Weiss

“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.

Why Can’t We All Just Be Happy?

Alan Weiss

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.

Maybe You Should Have Been an Actuary?

Alan Weiss

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.

Everyone’s A Coach at Times

Alan Weiss

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.

Assessing the Five Styles of Enterprise Business Intelligence

The world of BI and analytics has evolved. Discover the five styles of reporting and analysis, and learn the pros and cons of each in an enterprise scenario.

Give Me an Example of That

Alan Weiss

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.

You’re Hired

Alan Weiss

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).

Business Would Be Great if it Weren’t for Customers

Alan Weiss

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.

Stand in the Wind

Alan Weiss

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.

Observing the Law

Alan Weiss

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?”

Please Stop Lighting Matches Near the Dynamite

Alan Weiss

Preventive action is far superior to contingent action, because it saves money, time, embarrassment, and sometimes, lives.

Adding Weight

Alan Weiss

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?

Are You Talking to Me?

Alan Weiss

I’m astonished by how little designers (cars, hotel rooms, appliances, furniture, etc.) consult with their perspective customers before they produce the final product.

Look, Doc, Before You Cut, How About A Ten Percent Discount?

Alan Weiss

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?

Looking Good. But How Are You Performing?

Alan Weiss

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.

The Strategy Pothole

Alan Weiss

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. •

The 20-Minute Business Proposal

Alan Weiss

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.

The Strange Case of the Missing Floor

Alan Weiss

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.

If You Want Affection, Get A Dog

Alan Weiss

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

Is Anyone Home?

Alan Weiss

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

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Yeah, Well, Try Doing It Better

Alan Weiss

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!”

Winning Percentages

Alan Weiss

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.

Precautionary Advice

Alan Weiss

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. •

Little Things

Alan Weiss

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.

Lip Service

Alan Weiss

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.)

Going for A Drive

Alan Weiss

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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