How to Control A Conversation
In our business, language is everything. Language controls discussions, discussions control relationships, and relationships control business. Too many consultants (and professional services providers) engage in conversations without any goal or objective, as if merely "chatting up" someone will lead to business.
Advice from the Mentor Summit in Miami Beach
Having conducted another Mentor Summit (where members of my global community gather for a few days to learn, network, and have fun), here are some observations I’d like to share with all professional services providers. • You are usually much better
The Consulting Bible Reviewed by Project Management Institute
Book Review: The Consulting Bible - Everything you Need to Know to Create and Expand a Seven Figure Consulting Practice Author: Alan Weiss Ph.D. Reviewer: Richard Sachs, PMP, MCPM Dr. Alan Weiss adds this recent book to his extensive publishing career of over
Business At The Beach
I’ve heard people actually state with pride that when they are on vacation they do not respond to email or phone messages. The focus only on their vacation, and put off any business until they return. To quote my wife and
Alan’s Latest Interview
I was interviewed recently by someone who had really done his homework, and I think you'll enjoy the results of this candid, unscripted session. Here are his instructions: Alan- Thank you for your delightful interview on our FoxNews affiliate here in Nashville,
The New Consulting Market
Bentley has just announced its best sales year ever, and the U.S. is its biggest market. They are even considering the launch of a Bentley SUV for $150,000, which I doubt anyone has been begging for, but there you have
2012 Financial Regimen
I never give financial advice and I don’t pretend to be a financial expert. But I have worked with thousands of solo practitioners and firm owners, and I have learned from my own mistakes. So here are some New Year’s
Dear Sir
Here's a recent blog post, I'm told from the Harvard Business Review, sent to me by Alden Ulrich: Skip the Mr. and Mrs. "Forget what your parents taught you, it’s not always prudent to use a formal salutation, especially in today’s more
Return on Investment
An example of the kind of return people who invest in my experiences derive: Hi Alan I thought you might be interested in a small recent success. I have a improvement program that I deliver to accounting firms. I have been generally charging
Preparing for 2012
What do we know about the coming year? I don’t think it’s too much of a prognosticating leap to suggest: • Technology omnipresence and extraordinary growth globally, which will permeate every part of our marketing, delivery, and follow-up. • Entrepreneurial gestalt: A