“We hold these truths to be self-evident….”
We've conceptualized it. Now, 244 years later, it's about time we perfect the implementation. IN CONGRESS, JULY 4, 1776 The unanimous Declaration of the thirteen united States of America hen in the Course of human events it becomes necessary for one people to
Step to the Side
Bob Mager, the training guru, wrote a book once with a subtitle something like, You Really Oughta Wanna. In other words, you have to have the desire to change if the change is going to have a chance of improving your
Guest Column: CPAs Can (Must) Get Out of Tax
CPAs Can (Must!) Get Out of Tax by Geraldine Carter Traditional accountants are stuck in a compliance rut and struggle to get out. They compensate for low-margin work by putting in 60-hour weeks, claiming they “just want to be helpful” and commiserate
Proposals
A proposal is a summation of prior conceptual agreement about a professional relationship, it is not a negotiation or an exploration. Therefore, you should have in excess of an 80% success rate.
Episode 142: Chutzpah
Alan explains true nerviness and why it's similar to criminal behavior. Some people have a lot of nerve, don't they?
Alan Weiss’s Word of the Week™ – 07/01/20
Today's word: gnomic.
Help Is Here
A meeting with a prospect is not an adversarial relationship. I've heard "sales experts" spout that someone makes a sale, either you with your product or service, or the prospect by rejecting you. That's pretty sick, and I mean that in the
We Have Found the Enemy….
If you find patterns in your dealings with clients—requests for a "deal," chronic lateness, insistence on extra work to be done, etc.—the common element is you, not them. You're giving off "deal vibes" or allowing bad habits which are then
Alan Weiss’s Monday Morning Memo® – 06/29/2020
I'm frequently asked in interviews, "What's the one thing that's made you successful?" Well there isn't "one thing," but I do tend to focus on the highly pervasive, hugely influential mastery of language that I believe is essential to everyone's