If you want to persuade people to do something, don’t pose it as a benefit to you. Show how it’s a benefit to them.

 
 

Balancing Act: The Newsletter

(No. 260, April 2021)

Balancing act is in four sections this month:

  1. Techniques for Balance: Reality Lessons 
  2. The Human Condition: Scapegoating
  3. Musings
  4. ORTIYKMWOYBNTO
Techniques For Balance

Reality Lessons

• Since the advent of nuclear weapons and the threat of mutual annihilation, the world has actually been safer and had fewer wars.

• The average person, since about 2002, post-9/11, has been more likely to die by suicide than by terrorism, war, or drug dealers.

• I received a Walgreen’s Pharmacy survey today about their service, and the survey was so poorly done and had so many technical errors that it couldn’t be submitted to complain about their service.

• The California Gold Rush and the 49ers had more armed men in close contact than almost any other event outside of war, yet there were very few murders. (I’m not defending guns, I’m pointing out that the default position of people is not to shoot at each other.)

• I can remember all my grammar school teachers’ names, but not all my high school, college, or graduate school teachers’ names. They taught me, in an inner city school (a former cheese factory still the home of generations of rats) how to read and write and do math quickly. It was more than enough.

• I can’t remember anyone, let alone a movement, refusing to take the polio vaccinations.

• If the government “safety” regulations had been any more stringent and bureaucratic, we were worried my daughter would have to go to her wedding in a car seat.

• I have never once tasted any fine wine at 35,000 feet on any airline on any first class service that tasted as it should taste. Fortunately, the other liquor has been just fine.

• Anyone who thinks reality shows reflect reality must be living in some alternative universe.

• Some of the masks I see on people, obviously used continually and without cleaning or replacement, seem far more dangerous than simply walking around without them.

• I love the internet scams where the crooks spell the name of the company they’re pretending to represent (demanding your personal information) incorrectly. But then again, if criminals were bright they wouldn’t be criminals.

The Human Condition

Scapegoating

You would think we’d look for the cause of problems, but instead we default to blame. The more we look for blame, the more people hide and lie. The more we simply look for cause, the more forthcoming people are.

Finding a scapegoat (in the Bible, one of two kid goats, one of which was freed and the other sacrificed) doesn’t solve a thing. People say, “Okay, it was Fred, he’s incompetent" and move on, but the problem remains. Nothing has been solved. And more often than not, Fred didn’t have the proper training, or oversight, or tools, or information.

Scapegoating falls downward faster than that rock Galileo tossed off the Tower of Pisa. It’s going to land on whomever is below, it’s not going to defy the laws of gravity. The colonel turns to the major who turns to the captain until, eventually, some poor private winds up in the clink or dishonorably discharged. The executive turns to the manager who turns to the supervisor until some call center operator is fired.

I actually have to coach consultants in the fact that the buyer is not the problem. Too often they walk into the buyer’s office convinced the buyer is the problem—the same person smart enough to have hired the consultant!

Actors don’t give poor performances—it was the direction. Of course, the directors were working with a poor script. And the dumb producers forced the writer to make changes which undermined the script. The umpire made a bad call, we lost the game because of the referees, it was the other driver’s fault.

Aside from not really solving the problem, it’s an abnegation of responsibility. If we’re never responsible, we don’t have to change.

Of course, all this is moot if we simply find cause instead of blame. This is especially true in government. We’re all unhappy so often with who we have representing us and their stupid decisions.

Why don’t we look at cause, and find out who elected them?

Musings

There isn’t going to be a “return to normal” nor a “new normal.” That’s just silly. It’s as if we’ve learned absolutely nothing. So what are we looking at?

We’re looking at “no normal.”

That means we’re anticipating turmoil, disruption, discontinuity, volatility, and all the other “buzzwords” that denote constant change. One of the key distinctions is that we should be creating the change, not dancing with it, or defending against it, or dodging it as if we’re in some crazy game of “murder ball.”

This should surprise exactly no one (though it will surprise most). Peter Drucker wrote The Age of Discontinuity in 1968, the year I was graduated from college and before most of your births, probably.

“Normalcy” has never been anything to be worshipped. I wouldn’t like being called “normal.” (“Normal schools” were created in the early 19th Century to train teachers. I’ll leave that with you to consider.) No one who excels is called “normal”—they’re called “champions” or “all stars” or “winners.”

But the key reason to eschew “normal” and stop relying on it as some kind of linguistic crutch is that we need to create change in order to survive. To improve, to succeed, to grow is to change. To help others is to help them to change.

We need to see volatility and disruption as effective, offensive weapons of change. We’re facing social justice issues, climate threats, educational deficiencies, immigration challenges, and health crises that can only be addressed and improved through deliberate and effective change. If we just sit around awaiting and sustaining “normal” we’ll see increased health problems, worsening economic disparities, and immense social inequities.

Our election systems would seem to demand change at regular intervals, but we wind up with too many career politicians in “safe seats.” We’re still educating kids the way they did 200 years ago, “warehousing” them by age group, ignoring the customer (the student), and allowing unions to trump parents’ needs.

If you want to “return to normal” I suggest you buy Ronnie Milsap’s great recording, “Lost in the Fifties.” You can watch a black and white TV, drive a Ford Fairlaine, smoke a Lucky Strike, and go bowling. You could send your kid to one of those “Normal Schools,” by then called “state teachers colleges.”

But if you’d rather prepare for and be an important part of the future, then forget about “normal.” Create the “no normal.”

Only Read This if You Know Me Well

We sat at the bar in a hugely popular restaurant that didn’t take reservations. You were handed a ticket when you checked in with the host. The wait was ridiculous. Some numbers were called and no one responded, apparently having given up and gone elsewhere.

Finally, after two hours, the host called our number. However, someone else was at the lectern, claiming it was his number. I thrust my ticket at the manager to prove I was next.

“Sir,” he explained slowly, “this is your car valet number.”

Development Opportunities
Master Class

The Master Class

A 2.5-day “PhD” in professional services and entrepreneurialism. We’ll  discuss new markets, remote best practices, concierge trusted advisors, scaling your business, client evangelism, and much, much more. At a world-class property, Castle Hill Inn in Newport, RI, Nov. 2-4. Maximum 16 people, eight slots are filled. Fee ($14,500) includes lodging and meals.

REGISTER
 
The Fishbowl

The Fishbowl

Watch me coach two individuals, each for 45 minutes, in real time (or you may watch the recording). Afterwards, we’ll engage in conversation about what happened and why, the techniques, and the next steps. This is a four-week experience, once a week, with a man and a woman at different levels of experience and needs. Observer participation, including the interactive discussions, is $1,500. Apply the learning to your own coaching endeavors. We begin early April

Write me to apply.

Contact Alan
BSL: Business As A Second Language

BSL: Business As A Second Language

May, 410AM – 11:30AM Eastern US Time (good for Europe, West Coast US can get up early).

This is for:

Tech experts, consultants, and advisors

People launching second careers in consulting

Consultants and experts who can’t convert prospects to clients

Those who think “first in, first out” (FIFO) means how you want to visit the dentist.

Those who think EBIDA stands for Every Body Is Distinctly Afraid

We will deal with these provocative issues:

Why the CIO is probably not your buyer

How to move technology and methodology from delivery enablement to strategic input

How to hide the fact that your strength is technology

How to learn to speak “business” fluently, or at least with barely a tech accent

How to cure the OCD disease of defaulting to methodology

REGISTER
 
By Invitation Only

By Invitation Only

My classic, elite experience returns, this time to the elegant Four Seasons in Palm Beach, FL. Over 2.5 days we spend each morning discussing my latest IP and approaches to new markets and offerings, as well as key challenges for each person attending. There are world class dinners and optional experiences. I usually have these around the world and I will again in 2022, and the participants in the current sessions have priority for next year. Limit of 14 people. Partners are welcome at social events. $15,000 includes lodging and meals.

This is my “invitation” to apply. Write me for a discussion and appointment.

Contact Alan
 

Mackay CEO Forums

My long-time client and colleague, Nancy MacKay, is seeking additional Chairs for her vast network which provides virtual peer meetings for over 1200 business owners and executives around the world.

She helps experienced coaches and consultants get off the income roller-coaster and add 50-300k in recurring annual revenue by using a guaranteed, proven system for success. You can register here for a 90-minute Building a Predictable Revenue Business workshop lead by Nancy.

The Chairs, while continuing to run their own businesses, also facilitate these meetings periodically, and gain exposure to potential clients by also addressing the groups and becoming known within the network. Here’s a video conversation with me and Nancy and more information at Mackay Certified Chairs. You can reach Nancy for further discussions here: [email protected].

Just mention that I sent you to receive a quick response.

Alan Weiss’s Balancing Act® Newsletter is a registered trademark of Alan Weiss and Summit Consulting Group, Inc.
© Alan Weiss 2021

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