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Alan Weiss’s Monday Morning Memo® – 05/02/11

Alan Weiss’s Monday Morning Memo® – 05/02/11

May 5, 2011—Issue #85

This week’s focus point: When buyers are attracted to you, two beneficial dynamics come into play: First, your credibility isn’t an issue; and second, fees are not a major consideration. Cold calling, “feet on the street,” and “finding someone’s pain” are passé and represent a high cost of acquisition. Creating a market gravity through your intellectual property and thought leadership, and helping people to raise the standards of performance are the keys to low cost of acquisition and highly profitable work. Do prospective buyers think of you as someone who can help them and with whom they’d like to work?

Monday Morning Perspective: Home is the place where, when you have to go there, they have to take you in. – Robert Frost

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© Alan Weiss 2011. All rights reserved

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.
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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.

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