Alan Weiss’s Monday Morning Memo® – 01/31/11

January 31, 2011

Alan Weiss’s Monday Morning Memo® – 01/31/11

January 31, 2011—Issue #72

This week’s focus point: Apple has gone beyond “product” and has become a framework within which it offers a variety of personal and professional technological life enhancements. It has reached a point of instant credibility and creates eager expectations. Its “sins” and errors (iPhone dropped calls) are forgiven quickly. It’s difficult to compete with Apple, now one of the most valuable companies in the world, because you’re competing with a lifestyle and business-style choice. Professional services providers can achieve the same kind of intimate and unbreachable relationship with their clients, if they eschew pitching products and services and focus on the value of the personal and professional results they create.

Monday Morning Perspective: How glorious it is — and also how painful — to be an exception. — Alfred de Musset

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I remember a meeting with a boutique consulting firm that had fallen on hard times. The debate was whether or not to sell their magnificent conference table. “Where would clients sit?” asked one partner. “We have no clients,” stated the advocate of selling. You can’t cut your way to renewal or success. Top line growth is the key to bottom line achievement, for you and for your clients. Today is the time to invest in the future. Once you cut muscle, you’re powerless.