Quotes from Alan Weiss

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.

Fees are money paid you as equitable compensation for the value you've delivered.

My fee represents my contribution to this project with a dramatic return on investment for you and equitable compensation for me.

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)

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?

I can meet with you again Monday at the same time here in your office, or any morning next week by Skype, or Wednesday and Thursday for lunch—which is best?

You will see an immediate increase in every aspect of business acquisition (meetings, follow-up, suggestions, and so forth), and every aspect of your life once you form the habit of naturally offering options. Why

front of the house." The

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.

should be seen as a credible peer by clients and prospects, not as a vendor, salesperson, or subordinate.  client

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.