Alan Weiss' The Uncomfortable Truth

The Olympics sparked several replays of an Australian swimmer, Cate Campbell, being interviewed on what I think was an Australian TV news show. In a prior competition, she had beaten out the Americans for the gold medal. The interviewer asked her what it was like.  She ranted on about how glorious it was because she detested the Americans using a cowbell to motivate the team and hated the chant of the fans, “USA, USA, USA,” which she mimicked in a sarcastic tone. Let me repeat: her team won. She was a sore winner. If you’re a world-class athlete and you can’t take the pressure of people rooting against you in favor of their teams or motivational techniques used to un-nerve the opposition, maybe you have some serious esteem problems. If you don’t want to endure the pressure of the limelight, don’t walk into it. I’ve been to Australia 19 times, I have friends and clients there, and I find Australians to be “in touch,” personable, and have a great sense of humor. It’s when we take ourselves too seriously whe

You’ve known wowsers. They’re always trying to be the “second smartest person in the room,” and they correct you even though you’re correct to begin with. They are official “killjoys.” They are critical of others’ pleasures and accomplishments. Lacking expertise doesn’t inhibit their critiques and corrections. They never converse; they lecture as perpetual professors. They’re distraught if they think someone else is having a better time than they are (and most people are). Wowsers are dismissive according to their own biased criteria. “You smoke cigars, so you don’t make good life choices, so your opinion on the climate is flawed.” For them, everything they do is the best, no matter what: The trip was the most thrilling, the play was the most sensational, the restaurant was seven stars, and the restroom was the cleanest. They announce awards and honorifics no matter how transparently unimportant they are. “I’ve been named as most likely to write my first book within four years in my zip code.” Knowing nex

People may think of a "Grand Challenge" as an exceptionally worthy and difficult problem to solve, and they'd be right. But it's also representative of a more formalized and impressive approach to what appear to be intractable societal issues. Seth Kahan specializes in these, his most recent being to remove stigma in mental health issues. This involves a farrago of interested parties, from television writers who want to depict the issue realistically and correctly to pharmaceutical companies which seek to develop the proper medications and police departments which need proper responses. These challenges can be about education reform, immigration reform, climate safeguarding, reproductive rights, and other such vast issues. They tend to be nonpartisan. The correct approach to mental health issues, for example, benefits a wide range of society, from treatment to facilities, from crime deterrence to cures. Learn where the funding comes from, how varied organizations become involved, and the timing needed for

My wife wasn't feeling well, so I went out to eat at 5:30 and brought her something back. When I do that, I bring my iPad and read a book at the bar. I finished, the takeout arrived in a shopping bag, and I drove home. At 10 pm I thought I'd play some Angry Birds before going to bed but realized my iPad was gone. I used "Find My iPhone" to determine that it was still in the restaurant. Although after hours, they answered the phone.  "We have it right here," said a manager, after a brief search, "come around to the door by the bar, it's open. We're cleaning up." They were cleaning up, and the same bartender from five hours earlier came out and handed me the iPad. We chatted, I thanked him, drove home (and played Angry Birds). That's the way it's supposed to work, right? Friendly people, honesty, using technology as a help to solve something. Yet we keep valuables locked in hotel safes, we're careful about where we keep our wallets or carry our purses, and some stores don't accept any cash larger than a tw

I recorded and wrote this prior to the presidential debate. When I couldn’t publish it before the debates, I was going to abandon it. But in view of what occurred, I’m publishing the recording and show notes now. In the upcoming debates, no notes will be allowed, and the moderators can mute the microphones. Moderators have had undue influence on past debates, becoming the inappropriate centers of attention. Think Meghan Kelly. It will be even easier now. One of the candidates is 78, and the other is 81. One has no vice presidential nominee as yet, and the other appears to be continuing with Kamala Harris, who was chosen originally solely because of her identity and her ability to gather votes to beat Trump. She has failed at every major initiative given to her since then. Trump often digresses into blather. Biden often falls victim to confabulation, where things he’s invented to fill memory losses become real to him. He was not at the top of his law school class, despite his claims that he was, but was 74t

The only way to “coast” is when you’re going downhill. Even on a plateau, you have to pedal to keep moving. However, there is a way to “coast uphill.” To succeed, businesses must keep growing. And to keep growing, they must innovate. No business can grow simply by solving problems and “fixing” things (or, worse, blaming people). Problem-solving keeps you afloat, but it doesn’t raise the water level or get you into a boat. There are three kinds of innovation, and we speak in this session about what they are, why they are important, and who exemplifies them. As social proof, we discuss avatars in these areas, from the Wright Brothers to Fred Smith and Jeff Bezos. Innovation is not the result of “skunk works,” outdoor experiences, or building sand castles. It is the result of a constant focus on improvement, finding promoting actions to enable it, and exploitative actions to capitalize on it. There was only running, no passing in football, until someone decided to try throwing the ball. The high jump was a s

They Shoot Horses, Don’t They? No, they don’t. The advent of the automobile around 1895 did not engender a huge equine genocide. We use horses today: for work, for recreation, for crowd control, for sport. Hence, the internal combustion engine is not disappearing in your lifetime, despite stupid political statements such as the recent “all cars must achieve 65 miles-per-gallon by 2031.” (Let’s also pass a resolution that there needs to be world peace by November. That should take care of that, right?) I listen to Vivaldi, Sinatra, Lady Gaga, Billy Joel. In my business, I accept credit cards, checks, and wire transfers. I choose not to use Venmo or PayPal because their service is dreadful. It’s hilarious to listen to the pseudo-snobs who prelatically inform me that they haven’t used checks in ages. And they only use Tik Tok via Instagram, and insist on a text before receiving a phone call. I imagine in their spare time, they’re shooting horses. I can drive an automatic transmission and a seven-speed manual

Our 60th High School Reunion On the way to the reunion We’re on Amtrak on our way to our 60th high school reunion: Emerson High School, Union City, NJ. It was then and is now the most densely populated city in the country. Emerson is now a middle school, but back then it was one of two full-fledged high schools with all sports, and dances and typical teenage angst. We had about 200+ in the class. About 30 of the original class will be at the reunion, along with spouses and assorted hangers-on. Two of the teachers with whom we’re still in touch were able to be at the 55th, but not this one. They’re both in their 90s and one is quite active on Facebook. He’s told me he reads my books. I do have one lifelong friend, Robert Borghi, whom I’ve known since kindergarten. He used to put a nickel a week away to someday buy a helicopter and a ranch. He does, today, have a pilot’s license. At the last reunion, a woman walked up to talk to me as if we had been speaking continually. I could not place her. As I leaned

Show Notes Mario Abbondanza and Noah Chantharangsy have been bartenders for quite a while, Mario for about a quarter century. I see them so often from the customer side of the table that I thought it would be fun to “step around the bar” with my listeners and discover what that would be like. You’ll find out that the hours are often brutal, but the job—rewarding. There’s fulfillment in helping people. And the belief that people turn to bartenders to discuss even intimate details of their lives—often as first-timers and often as regulars—is quite true, not a myth. “More than I want to hear,” says Noah. Neither of my buddies could explain to me why people order espresso martinis—an after-dinner drink, a digestive—as a cocktail before dinner, an aperitif. I can’t imagine having a cup of coffee before or during dinner. You’ll find out what the craziest drink request Mario ever had was (surprised me) and how bartenders have to take care of people who have had too many drinks. One of the antidotes is actually q

We claim we don’t like elites, but we eagerly follow every ridiculous and pompous movement of the British Royals. (They’re now upset about a Nigerian trip that Harry and Megan took where they were treated too much like a state visit!) We belong to air clubs, hotel clubs. We have Amex green, gold, platinum, and black cards. Hertz has a platinum service. On our recent trip to LA, we arrived and departed though Amex suites. Once upon a time, elite offerings were only open to invited, important guests. Then a court case opened them to all, with the wonderful result that we can watch people clip their toenails in a Delta lounge. (No, I am not making that up. Nor am I making up the woman who changed a filthy diaper on a first class United seat.) So since lawyers of course sued to open private clubs intended for the top guests, people struggle for other elite experiences. This happens at beach resorts, in school, on the job, and when traveling. (There’s a rigid “culture” among people who commute by train every day

I met Doug at Merck where he worked as a sales executive and I was an external consultant. Some years later, he called me from his current pharma company and asked my advice about an ethical issue he was seeing. About five years later, he was presented with a huge (listen to find out how much) “whistleblowers award” for turning the dangerous practices in for the government to investigate and eliminate. We talk here about the courage and risks of being a whistleblower (two such people formerly employed by Boeing have since died, one by suicide, one by unknown causes, and Doug faced physical threats) and why they are needed more than ever today. We discuss whether drug prices are reasonable in light of the investment in creating them and, if efficacious, obtaining FDA approval. The results might surprise you. We also discuss the high mortality diseases, such as Alzheimer’s, diabetes, and cancer, and whether too much is spent on “cure” and treatment at the expense of investment in prevention. The issue of exte

The old apothegm is that the first generation starts it, the second expands it, and the third ruins it. Probably not so true any more. It’s not about a mandatory spendthrift or wasteful generation. It’s more about hunger. I don’t know about you, but I grew up poor, and when I was fired as president of a consulting firm, we had relatively little money in the bank and two small kids with private schools and a wedding ahead of them. We also had elderly parents who needed our support. So I did whatever was necessary to make money. I would charge $25 for resume reviews for people looking for work. I charged $750 to speak, though I often did it for free to get in front of potential clients. That hunger subsided when I had “made it,” but it has never really left. I don’t work hard, but I work very smart. I pursued success and create tougher goals and higher standards for myself. I think the metaphorical third generation I mentioned may just be bored. They don’t want to expand the business further, the don’t wa

The best leaders and most successful people I’ve met also exemplify generosity. This is not an accident. “Generosity” means “giving or sharing,” and being liberal in so doing. It isn’t primarily about money, but it is about credit, recognition, time, listening, coaching, supporting, and so forth. If it’s authentic, then it’s consistent, not situational. I’ve always thought the award winners who get on stage and thank 20 people are many times those whom the people being thanked have thought of as horrible, selfish people with whom to work. Generosity is often about hard work and sacrifice, not merely “giving.” Writing a check is easy, serving at a soup kitchen is harder, chairing a nonprofit board that’s in trouble is harder still. Caitlin Clark led basketball statistics in scoring, but she was also very highly rated in assists. Mentioning someone laudably in public (and on social media) is generous, as is not mentioning negatives. Refraining from complaining, especially over minor issues is generous. We of

I was required to engage in a “liberal arts” education at Rutgers. That meant that I had to have credits in languages over two or three years, science every year, history for two years, and English for two years. Although I majored in Political Science, because I thought I was going to law school (!), these other classes were required. The length and amount of education is far less important than the quality and depth of education. A lot of people attend school (sometimes for far more than four years) and simply get their “ticket stamped.” I sat next to a great many students who were no better off leaving school than they were entering it except that they had more job prospects. In these times, with competence more sought than credentials, that might no longer be true. Airlines are looking for qualified pilots whether or not they have a college education. We have a shortage of air traffic controllers. Do they need college educations? An electrician doesn’t. We tend to focus on business books and the “idea

Al McCree is a former fighter pilot who has flown 196 missions! He is an executive in the music business and has managed all kinds of talent. He’s also worked with top business executives. We talk about the differences and similarities of combat flying and the competition of the music business and the challenges of changing hearts and minds in a business setting. Ironically Al thinks music can be a distraction at work, even though we see so many people with ear buds in all kinds of workplaces. I challenge Al a bit on his belief that DNA and genetics are important for success. We both reflect on the wonderful, developmental feedback we obtained at the Johnson O’Connor Research Foundation (and why he can play a musical instrument and I can’t, authoritatively validated). We fondly recall Jeanne Robertson, a brilliant speaker and storyteller who, in a beauty contest, enthralled the judges with her “talent” of twirling an invisible baton, which she lit on fire and had it descend on the judges’ heads. The ro

Primary and secondary 1 End the “warehousing” of children • Chronology is silly and hundreds of years old • Socialization is important, but not at this cost • Move kids as they learn • Measure learning by outcomes: application, tests, etc. 2. Stop defaulting to college educations • Prepare for a range of employment opportunities • I sat next to too many duds in college • Teach life skills: civics, account management, do-it-yourself repairs (remember shop and home economics) • Growing tendency to hire competence and not credentials 3. End the teachers’ unions control of schools • Introduce carrots and sticks for teachers • The Rubber Room in New York City • Albert Shanker’s quote • Randi Weingarten’s $600,000 • The customers are the parents and kids, not teachers • Make the job rewarding and also demanding • Recreate school “open houses” • End the mainstreaming of behavioral problems • End the inclusion on non-English speakers • My experience with Tourette’s Syndrome • Teachers have lowest grade point avera

Not just about the government or the banks or big Pharma, but even sports when YOUR team loses! “The refs were crooked, it was rigged.” 9/11 was an “inside” job, and we never landed on the moon. Key elements: belief in a pattern underlying the event; provocative and deliberate plans; coalitions or groups are involved, even disparate ones; there is a clear and present danger; secrecy that is hard to justify or believe by non-conspirators. Groups blamed are typical targets: wealthy, politicians, business leaders (especially bankers), historically stigmatized minorities, such as Jews or Roma. Conspiracists defy pragmatism and evidence, e.g., “Princess Diana actually killer herself or faked her death.” The threat of lack of control forces insecure people to find cause and effect outside of their control that explains their fate. (THEY are out to get me/us.) Paranoia is a key element, involving perceived victimization, social isolation, and the refusal to admit that others succeed by their talents and hard wo

The more pressure you feel, the more your talent is “masked” and the worse you perform. You control pressure. You can’t allow yourself to feel “judged” every time you speak, write, or perform. And when and if you do need feedback, never accept it from unsolicited sources, which is always for the sender’s benefit, not yours. Seek solicited feedback from trusted people you respect. It’s fine to feel anticipation and eagerness to proceed, which should heighten your performance, but not fear and dread which will diminish it. The greatest athletes are who they are not because of their everyday performance, but because of how well they perform in championship games, under maximum pressure from the other team, the media, and fans. Maintain perspective. No one is shooting at you. You should fear a tornado in Kansas in a storm, but not a question in a conference room during a meeting. We too often create pressure on ourselves by comparing our intended performance against great performances we’ve seen, and therefo

Do you need shoes that you can put on without touching them, without bending down, without even sitting down? Barring those whose illnesses or conditions prohibit bending, just how lazy are the rest of us becoming? Skechers sells some shoes which have a patented device near the top of the heel that allows you to slip into them without manipulating the shoe: no shoehorn, no wiggling, no close proximity at all. (Of course, you have to have the mental capacity to know your toes go in first.) I can understand this if you’re, say, 90. But they’re advertising this for everyone. How lazy are we becoming? Our luggage has wheels these days. People can gamble on their smart phone apps and talk into their wrists. We may think that garage door openers and TVs “must” be remote, but why fireplaces? You no longer build a satisfying fire any more, you program one. How lazy are we becoming? Vacuum cleaners now self-clean, and lawn mowers self-mow. Cars can self-park. Gym trainers assist their customers in lifting weights.

Some things we can control, some we can influence, and some we can neither control nor influence. It’s important to understand the differences, and it’s vital to never cede control nor underestimate our abilities to control. Facing a prospect for the first time, what do you think you can control, influence, or affect neither? (Listen to the podcast to hear the examples.) Do you tend to surrender control because the prospect is powerful or wealthy? Do you sacrifice personal time, change important personal appointments, and inconvenience your family over client issues that the client could easily change? You can control where your kids go to school, what kind of insurance you carry, where to go on vacation, and how to deal with colleagues. You can certainly influence the boss, clients or prospects, or suppliers, a lot more than you think (or currently are). If nothing else, consider this: language controls discussion, discussion controls relationships, and relationships control business. The larger and mor