Alan Weiss Quotes
Who the Heck is Alan Weiss?
|Born||March 03, 1946|
Books by Alan Weiss
Best 55 Quotes by Alan Weiss
“Aim for success, not perfection.”
“Change the question from 'Should we do business?' to 'How should we do business?'”
“Determine whom you respect, whose feedback would be valid and worthy, and solicit their advice and reactions. Pretty much ignore all other feedback because it’s for the sender, not you, and can absolutely ruin your day if you have esteem issues. Save yourself the stress. You have to have the strength to ignore unsolicited feedback.”
“If you don’t know, ask. If you’re not sure, test. If you’re unfamiliar, admit it.”
“Leadership is driven by values and measured by results.”
“Move three things forward a mile, not a hundred things forward an inch.”
“Only the gifted few can wing it (and if you’re wondering who they are, you’re not one of them).”
“Tell the audience what they need to know, not everything you know.”
“What's the biggest obstacle to your being even more successful right now?”
Getting Started in Consulting Quotes
“The key to finding a terrific mentor is not to pursue someone who is at the very top of the profession, but to find someone who two years ago was where you are now. He or she will be most familiar with your current situation, and have relevant, timely experiences and perspective to share.”
“You should be seen as a credible peer by clients and prospects, not as a vendor, salesperson, or subordinate.”
“You will be what you decide to be, nothing less, nothing more.”
“While generosity is about more than just money, bear in mind that the idea of it is really based not so much on what you give but rather what you have left after you give.”
Million Dollar Coaching Quotes
“Real wealth is discretionary time. Money is simply fuel for your life. You can always make another dollar, but you can’t make another minute. Don’t let the pursuit of money erode your wealth.”
Million Dollar Consulting Quotes
“Always ask yourself, 'Would I be proud of this if it appeared all over the Internet tomorrow?'”
“Fees are money paid to you as equitable compensation for the value you’ve delivered.”
“Marketing is the art and science of creating need. You can reach out to people to do this, but it’s far more effective to attract them to you.”
“Million Dollar Consulting Orchestration: if you don’t blow your own horn, there is no music.”
“My fee represents my contribution to this project with a dramatic return on investment for you and equitable compensation for me.”
“On a more localized basis, you can and should relentlessly pursue need within your clients and with your prospects.”
“One Percent Solution: Videotape clients giving you testimonials and place these on your Web site home page. This is the most dramatic video marketing tool that I know of.”
Products by Alan Weiss
“Too many consultants fall in love with their own methodology. Success in this business comes from marketing, not from the depth of consulting expertise. I know that this is heresy to many of you, but all the non-rainmaking consulting gurus are working for somebody else and merely earning a paycheck.”
“When people knock on your door, credibility is assumed and fees are whatever you say they are.”
“When you settle for 'vanilla' objectives such as 'increased clarity', or 'more confidence', or 'higher commitment' (which I call 'human resources objectives' because they are so weak and nonmeasurable), you deny yourself the opportunity to create dynamic ROI, where the client receives huge benefit and your equitable compensation is quite reasonable in light of that improvement.”
“You grow based on exploiting strengths, not by acclimating to weaknesses.”
Million Dollar Consulting Proposals Quotes
“Ironically, most people submit proposals far too early and far too often. They are actually at the conclusion of the sales process, just prior to a project’s launch. When a proposal is accepted, you should be able to begin work immediately.”
“No money. There is always money! The lights are on, the floors are clean, people at their desks are being paid. Professional services providers think that money is a resource. It is not. It’s a priority. So the question is really not one of finding money but of moving money that already exists from something else to you.”
“Objectives are business outcomes and results that have substantial impact on the products, services, and relationships of the enterprise, and which can be measured. They may be new opportunities reached or problems solved.”
“Only measure what matters.”
“The only measure that matters is improved results — an improved client condition, in this case represented by objectives met and validated by key metrics.”
“These 11 questions best elicit true business objectives:
1. What is the ideal outcome you’d like to experience?
2. What results are you trying to accomplish?
3. What better product/service/customer/employee condition are you seeking?
4. Why are you seeking to do this (work/project/engagement)?
5. How would the operation be different as a result of this work?
6. Why are you considering this project (to improve what)?
7. How would image/repute/credibility be improved?
8. What harm (e.g., stress, dysfunction, turf wars) would be alleviated?
9. How much would you gain on the competition as a result?
10. How would your value proposition be improved?
11. How would you most easily justify this investment?”
“Value, like beauty, may be in the eye of the beholder, but it’s nonetheless discussable and mutually appreciated.”
“Whenever you receive or generate a lead, don’t simply do backflips because someone is interested in your services.”
Million Dollar Maverick Quotes
“Charts, yada yada. I hated this stuff, and the thought of trying to embrace it and make a living at it was anathema. So I decided that I’d go with my natural inclinations and oppose it. And a contrarian was born.”
Sorry, You’re Not A Consultant Quotes
“Consequently, if you call yourself a consultant, but find that you can only charge a few dollars an hour, have to work at someone else’s beck and call, and have zero differentiation, you’re facing one heck of a set of conflicting ideas and experiences every waking hour. At the very least, that’s beyond depressing.”
“Consultants are not another pair of hands. They are a new brain.”
“Consultants help improve the client’s condition by providing ideas, advice, intellectual property, best practices, proprietary approaches, unique behavior and other interventions which not only make them distinctly attractive, but draw people to them. Consultants are not another pair of hands. They are a new brain.”
“Everyone in a bank is a vice president today. Yet most of them can’t even authorize a new set of checks, let alone find you a loan.”
“I found a teacher from nearby Warwick — on strike — in a coffee shop here once calling herself not a teacher, but a 'Warwick educator'. Maybe that’s part of the problem.”
“If you are hired by clients to teach courses the clients have already developed, you’re not a consultant. You are a contract trainer, simply providing help that their own training people (or lack of them) can’t handle. You are one of kibillions of people who could do that. But if you design the program, or bring unique intellectual property to it, or arrange for it to be conducted remotely, then you are a consultant, improving the client’s condition in your distinctive way.”
“If you call yourself a 'consultant' but are usually hired merely to complete a task for the client, you are not a consultant, you are a subcontractor or part-time employee. This is especially prevalent among 'IT consultants'. If you are paid to write code or program some sequence simply because the client has no one around who can do it — and a thousand people like you can do it equally well and exactly the same way — you’re not a consultant. (And you’re subject to enormous price pressures, because you’re a commodity.)”
“If you continue to call yourself one thing but act in a completely different fashion, the lie you try to maintain will cause you great stress, because the goal you seek can’t be found on the road you’re traveling.”
Products by Alan Weiss
“If you contribute a chapter to a book, you are not a book author. If you create a work of 20 chapters contributed by other people you haven’t created a book, you’ve created a compilation. If you have four insurance products to sell in health, property, life, and disability coverage, you’re not an 'insurance consultant', you’re an insurance agent. We scoff at garbage collectors — who perform important work—who call themselves 'sanitary engineers'. Why is that ludicrous, but a speaker with a single speech calling himself a 'sales consultant' is not?”
“If you want to reduce the horrific, subliminal stress and agita caused by cognitive dissonance, change your behavior to match your objectives. You can’t call yourself a consultant and act like a hired hand without doing damage to your ego.”
“Try this: Print a business card with just your name and contact information. When someone asks, 'Who are you with and what do you do?' tell them, 'I’m with me, and I help you.'”
“You are not your fancy business card, no matter how many colors, photos, and cute sayings you print on it.”
“You don’t follow your dream by following all the people in front of you and lying to yourself that somehow you’re really different. Move out of the crowd and actually be different.”
Threescore and More Quotes
“A dynamically growing skill set. We should be learning daily through our efforts, our coaching of others, our investment in our own development.”
“Appropriate avatars. Who are the exemplars we most admire, and how can we emulate the traits that cause us to hold them in such esteem?”
“Healthy feedback intolerance. We should listen to those we respect and have asked for advice, and not be battered like a ball in a pinball machine by every random piece of feedback (almost all of which is to benefit the sender, not you).”
“Judgment. The ability to discern between fighting for a principle and surrendering cordially to a matter of taste, and acting appropriately on all occasions.”
“Positive self-talk. This is the psychologically healthy step of generalizing your victories and isolating your defeats, and looking at obstacles as challenges to be overcome and not problems that will sink you.”
“Recognition of success. Knowing when you've met or exceeded goals, and why...”
“Social cue adeptness. The ability to understand from your observation and listening what is appropriate behavior or an appropriate response in wildly divergent environments and circumstances.”
Value-Based Fees Quotes
“Don’t accept contingency fees or 'pay for performance'; you’re not a trained animal act. Variables are often outside your control, and besides, you’re being paid for your best advice. It’s up to the client to implement it effectively.”