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Birds don’t have to flap their wings as much in strong winds because the air flow is sufficient. Only when there are no winds do birds have to work hard at creating sufficient lift.

Don’t be afraid of the winds: strong buyers, tough questions, difficult challenges. They create great lift and you actually don’t have to work as hard to create interest and support. I see too many consultants flapping their wings like crazy when it’s still, and hiding when it’s windy.

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Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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