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Million Dollar Consulting® Mindset
From Alan Weiss

Volume 4 Number 1
January 2014

Welcome to the fourth year of Million Dollar Consulting Mindset. Our mission is to spark new thinking and ideas for creating a thriving business and rewarding life. Hence, I'm changing the format slightly, striving to create quick ideas, easy to read and absorb. As always, I'm happy to answer questions if you send them to me and specify they're for MDCM.


The Pipeline Protocol

We use "pipeline" as a metaphor for the flow of prospects and it's a useful one. Your pipeline doesn't have to be "full" or you run the risk of it clogging (no time or priorities for follow up). But it does need to be populated and moving.

At the end farthest from you are the "raw" leads, unsolicited or generated by you and your market gravity. These need to be filtered so that only appropriate companies and true buyers remain. As you move closer, another inlet provides referral business, which also needs to be filtered. Still closer you have repeat business, proactive events and calls, and even serendipity.

As these leads are qualified and place in priority context, you should be visiting and following up, building trust and providing proposals. At the pipeline exit, closest to you, is actual business flow, qualified and signed, and ready to go.

You can't have "everyone" as your prospect, and you can't treat all prospects the same. Decide on the ideal client for your value proposition—someone with whom you can do the things you have great passions for and are superb at doing—and ensure their entry somewhere in your pipeline.

Like the kinds that carry water or oil, your pipeline requires preventive maintenance (cleansing your lists, making sure people aren’t blocked by high barriers to entry), and a strong flow (significant value drawing people in the desired directions).

It's not the length of your pipeline, which ideally should be rather short, but the growing number of entrances to it that's important.

Thought from Alan:

You don't learn a thing by asking others how they do things. You learn a great deal by suggesting how you would do it and getting feedback from those whom you respect.


I began this newsletter to cover all the basics of the profession, for free, as a service to colleagues. I will continue to do that as we enter the fourth year. There has never been and will not be a charge for this monthly newsletter.

For those of you who would like more of an experiential approach and to accelerate learning and results, I'm offering a Professional Subscription. For just $50 I'll provide in addition:

  1. A quarterly teleconference expressly for Professional Subscription members, which will include Q&A and a free download within 48 hours.

  2. A quarterly video on implementation and methodologies. This will also be a free download.

The first two alone are worth between $200 and $400, and you'll receive 8 learning experiences which you can retain and replay whenever need. This will be all new material. The deadline is January 31. That's $6.25 per video and audio!

Teleconference Schedule:
March 18
June 24
September 19
December 16
11:00 am US Eastern time

Video Schedule:
You'll be sent a video link in March, June, September, and December.

Here's a free sample:

If you choose not to, the newsletter is still yours for free, of course. You can obtain the Professional Subscription level by using this site http://summitconsulting.com/million-dollar-consulting-mindset/special.php

Thank you.

© Alan Weiss 2013. All rights reserved.
You may reprint and excerpt this newsletter provided that you include our copyright, the source, the author, and �reprinted with permission.�
ISSN: 2159-306X

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Million Dollar Consulting® Mindset

Volume 4 Number 1

For more issues of Million Dollar Consulting® Mindset, click the link below.

Alan Weiss on Consulting
A guided journey with "the rock star of consulting"

Alan Interviewed by:

  • Chad Barr,
  • Linda Henman, PhD, and
  • Aviv Shahar

The Writing on the Wall

A monthly video series hosted by Alan Weiss and featuring Koufax the Wonder Dog, addressing topics of global importance, professional importance, or whatever has distracted or irritated Alan at the moment.