How to Make Sure You Lose Business
How to Make Sure You Lose Business
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 AlanShow Notes
You can't deal with Hardly Relevant or Losing and Dying.
You must be paid at least a deposit in advance.
You must have “non-cancellable” under terms and conditions.
You have to deal with a legitimate buyer. (I'm a buyer, I just don't have the budget.)
The difference between budget and money.
Don't argue over small matters and fall into the legal trap.
Meet whomever is a stakeholder, especially in small businesses.
Conceptual agreement ends with pouring concrete.
Don't sacrifice and compromise personal issues.
Don't give off “deal vibes”.
Always give options with value based fees.
Always set DTA.
Discuss outcomes not “deliverables”.
Create value with the buyer (that's how to increase fees).
Never do a “pilot”.
Never do pro-bono for a for-profit.
Never give a lower fee to sample your work.
Do your homework.
Act like a peer of the buyer.
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
