A New Idea to Generate New Ideas
Someone was talking about a client's "global IT leader" yesterday. I immediately began to wonder why clients don't have "global IP (intellectual property) leaders." Why don't organizations create more accountability for creating new ideas, innovation, and original approaches to delight
Entrance
When you walk into a buyer's office, who are you? Are you a business expert who is evaluating whether or not this prospect makes sense to work with, or are you a scared sales person trying to avoid losing business
Alan Weiss’s Monday Morning Memo® – 6/25/18
The dogs and I went for coffee yesterday morning. We passed a dozen people walking their dogs at 6:30. I see every one because Bentley barks at every one. He reminds me of China, constantly extending its territorial waters.
To Tell the Truth
Ask yourself this tough question, you don't have to share your candid response with anyone: When you sit down with prospective buyers, how do you think they see you? As a vender? As a salesperson? As a commodity? As someone who should be talking
Learning How to Learn
The problem with higher education today to a large extent is that it is still mired in the prelapsarian mindset of teaching content. In an age of instant investigation via any number of technologies, people are still asked to memorize
How to Make Two Million Bucks
If you see one true buyer a week (50 annually), and convert half of them (25) to clients, and your average project fee is $50,000, that's an annual income of $1.25 million. And if you are successful doing that the
School Daze
I've had the opportunity to be in a top private school and a top public school in the past few months. Here's what I've found: • Huge attention paid to rest room labels and inclusion. My favorite was "gender neutral faculty"
Why You?
If you can't easily and glibly articulate all of the substantial value you bring to your clients, then sit down and don't leave the house until you can do so. Otherwise, you're wasting opportunity every time you do see a
Episode 37: A Lifetime of Negative Feedback
How to break out of the martyr role and demand support from those around you. You have to treat yourself well and adopt a healthy selfishness. Whether it's coming from family or clients, don't sit through a lifetime of bad feedback or default to sacrifice.