The Benefit of the Doubt
TBOTD is priceless. If people trust you, they forgive errors. I forgave some mediocre service on Emirates because they treat me so well all the rest of the time. But I'd have a hard time forgiving United these days. We can
Shortest Distance
I hear far too much "background" from consultants on their clients' internal politics, gossip, history, and irrelevant issues. The shortest distance between two points is still a straight line. Find out the desired future state, identify the current state, and
The Golden Rule
There is no silver and no bronze when you're in the buyer's office. You get the business or you don't. A good try doesn't pay the mortgage and no one ever remembers who finished second and third. "I made it
Sacrifice
I'm watching two once-in-a-lifetime events last night, Simone Biles win by two points, which is more than all the combined margins of victory since 1980 in the gymnastics all-around; and Michael Phelps, at 31, become the greatest swimming champion of
I Can Name That Tune….
Recall how a piece of music can get in your brain and keep repeating (ear worm)? You begin to hum and even sing it, sometimes unconsciously. Before you visit a prospect, start humming "I can help these people, I can help
Prisoner of Platitude
Alan's Fourth Law of Platitudes: For every supporting quotation there is an equal and opposite dissenting quotation. This applies to philosophy, theology, management, politics, sports—you name it. "Haste makes waste," except, "a stitch in time saves nine." "No man is an island,"
The Hole in the Door
I returned from a trip many years ago, and found a gaping hole in the bedroom door, about two feet from the floor. "What happened here?!" I asked my wife. "Oh, Buck ran into the door." Buck was our 56-pound Siberian
Lawn Maintenance
They dug about 50-yard trench on our property to replace ancient wiring leading to the pool and cabana. When they covered it, they seeded to hide the bare scar. From a distance, everything looks green. But when you get close you
The View From Here
I'm in Newport this week conducting the Million Dollar Consulting® College. Each morning I awake to the beautiful view of the bay leading to the Atlantic. Some mornings it's rough, some smooth as glass, but it's always the same vista.
My Son Is A PhD, Not the Kind of Doctor Who Helps People
The way the medical system is today, the traditional family doctor (now your "primary physician") can't do very much! The minor stuff is handled by a physician's assistant, who is empowered to treat patients and write prescriptions, and the major