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Episode 336 | March 21, 2024


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Alan Weiss PhD

Meet Your Host, Alan Weiss

Alan Weiss is one of those rare people who can say he is a consultant, speaker, and author and mean it.

His consulting firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times Corporation, Toyota, and over 500 other leading organizations. He has served on several boards of directors in various capacities.

His prolific publishing includes over 500 articles and 60 books, including his best-seller, Million Dollar Consulting (from McGraw-Hill) now in its 30th year and sixth edition. His newest is Your Legacy is Now: Life is not about a search for meaning but the creation of meaning (Routledge, 2021). His books have been on the curricula at Villanova, Temple University, and the Wharton School of Business, and have been translated into 15 languages.

Get to know Alan

Show Notes

Some things we can control, some we can influence, and some we can neither control nor influence. It’s important to understand the differences, and it’s vital to never cede control nor underestimate our abilities to control.

Facing a prospect for the first time, what do you think you can control, influence, or affect neither? (Listen to the podcast to hear the examples.) Do you tend to surrender control because the prospect is powerful or wealthy? Do you sacrifice personal time, change important personal appointments, and inconvenience your family over client issues that the client could easily change?

You can control where your kids go to school, what kind of insurance you carry, where to go on vacation, and how to deal with colleagues. You can certainly influence the boss, clients or prospects, or suppliers, a lot more than you think (or currently are). 

If nothing else, consider this: language controls discussion, discussion controls relationships, and relationships control business.

The larger and more diverse our vocabulary, the more we can use metaphors, analogies, metonymy, hyperbole, and so forth, the more we can influence. When someone objects to my fees I point out that my fees are less than they pay to plow the parking lots, mist the plants, and compensate for spillage and spoilage. Where is the best ROI?

You best ROI, of course, is listening to and heeding this free podcast!

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Alan Weiss’s The Uncomfortable Truth® is a weekly broadcast from “The Rock Star of Consulting,” Alan Weiss, who holds forth with his best (and often most contrarian) ideas about society, culture, business, and personal growth. His 60+ books in 12 languages, and his travels to, and work in, 50 countries contribute to a fascinating and often belief-challenging 20 minutes that might just change your next 20 years.

Introduction to the show recorded by Connie Dieken