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Alan Weiss’s Monday Morning Memo® – 04/18/11

Alan Weiss’s Monday Morning Memo® – 04/18/11

April 18, 2011—Issue #83

This week’s focus point: John Naisbitt wrote about “high tech/high touch” almost 30 year ago, and I believe he was absolutely on target. Technological “mystery” has plateaued, and we no more think of being “plugged in” to the Internet as we do to the electrical grid (as technology columnist Walt Mossberg points out). What are you doing to develop breakthrough client relationships on the “high touch” side? It’s not done by mass emails, lengthy voice mail instructions, or automated reminders. It’s accomplished through personalization, direct contact, and rapid response. Products and services may shine in strong economies, but relationships garner you the benefit of the doubt in any economy.

Monday Morning Perspective: I have often reflected that the causes of the successes or failures or men depend upon their manner of suiting their conduct to the times. — Niccoi Machiavelli

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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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