Alan Weiss’s Monday Morning Memo® – 01/17/11

January 17, 2011

Alan Weiss’s Monday Morning Memo® – 01/17/11

January 17, 2011—Issue #70

This week’s focus point: The best way to learn something is to try it. You can read all the books you like about horseback riding, or skiing, or the piano, or sales techniques, but they’re all theoretical until you try it. I’d rather work with someone who imperfectly helps me to implement a change than someone who talks endlessly about the theory of attacking it. There’s a reason schools have labs and field trips. Stop making lists and perfecting approaches. Go see buyers. They’ll tell you more than any book. And, who knows, you might just sell something.

Monday Morning Perspective: No one, to the day of my graduation, had ever taught met to look understandingly at a painting, or a tree, or the façade of a building. — George F. Kennan, “Memoirs”

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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.