Alan Weiss' The Uncomfortable Truth

SHOW NOTES: Here's just a part of the obituary of my friend and former subordinate, Francis X. McGuire from 2010: "...a unique man whose professional life began as a late night disc-jockey in New York City, led him to serve in the Kennedy White House, work for the ABC network (hiring Ted Koppel), to be on the ground floor side-by-side with Fred Smith during the Fed Ex start-up, and there with Colonel Sanders when he sold." In the mid- to late 70s he wound up working for me at a firm in Princeton, and even I didn't know what he was doing there, and our owner kept trying to fire him in cost-cutting fits, emerging from his office shouting, "Fire McGuire!" I forestalled that with quick thinking and fake assignments. I'm thinking of him now, because Fred Smith, with whom Frank was quite close, just passed away, which is notable because Smith is one of the greatest business leaders of my entire lifetime, in my assessment. So here's to Frank, whom I'm hoping Fred Smith is meeting again, because only God can tel

SHOW NOTES: Fight, Flight, Fright, or Fall Down Quaking We feel powerless in an age of volatility and disruption, of lack of trust in our institutions, and of polarization among those supposed to represent our best interests and not merely their own. Fight or flight has added fright to the equation, but it seems to me there's also the new option of hiding under the bed (fall down quaking). Whining has become a national past time, and we hear of "toxic bosses, poisonous workplaces, unfair demands, too little pay for too much work. And the anodyne solutions is "soak the rich, tax the wealthy, take back....well, whatever." Those experiments in Seattle and Portland, which were actually anarchic takeovers and the end of law and order didn't work out so well, did they? The Great City of San Francisco, where we lived for a glorious while in the 70s is not filthy and dangerous in many areas. The homeless often physically confront pedestrians. At least we don't hear "defund the police" so much anymore, since it's su

SHOW NOTES: ° State of the art robots for pools. ° Found two years ago in a high-end magazine. ° Took a chance. ° Outstanding results. ° Second season, this year, one robot fails. ° Company says to send it back, they'll send a replacement first. ° True to their word, everything is good. ° Chinese company, locally in Texas. ° Two people ask to visit. ° Thought it was a scam. ° Two Chinese people, one from China currently, visiting customers. ° Bring me a gift. ° We walk through my usage, they take photos (of course). ° They question my use, show me an app and ask my reaction. ° Expanding into more robotics, they ask for suggestions. ° I point out pool levelers. ° Would I be interested for my cars and house? ° Encourage me to continue to ask questions by phone, offer ideas. The Uncomfortable Truth: 1. I've never seen any other firm in any field go to this trouble, even my investment advisors (who did just take me to lunch). 2. I cannot find any software or devices they left surreptitiously to undermine our wa

SHOW NOTES: Covid was a surprise, but not completely unexpected. Financial people were prepared for some "big event." The scientific, medical, and political responses were mixed, politicized, and hurtful. In retrospect, was it necessary to suspend schools and deny kids of years of learning and socialization; to prevent families from assembling for important occasions; to shut down businesses and drive some into bankruptcy; to endanger the arts, and see cultural activities stopped, sometimes permanently; to create increased sense of fear, isolation, and helplessness. Closings, suspensions, masks, distancing were clearly huge overreactions, and perhaps completely unnecessary. What IS clear is that the failure to create bipartisan approaches which found and promoted only the best and most reasonable reactions were not present, and not even sought. It was equivalent of social media and conspiracies and absurd opinions. And it encouraged fraud in claims made for financial assistance, circumvention of rules, disre

SHOW NOTES: Why are politicians asking for support without revealing the party they represent? Because they're embarrassed or duplicitous, or both? Why don't they admit to errors their party has made, or they have made? "We shouldn't have supported this" or "I'm sorry I supported that." Why campaign as if fighting an enemy (the other party) instead of supporting their constituency? Why become a lacky to your party's demands rather than speak out against those with which and with whom you disagree? Why do you insult our intelligence by not providing a positive platform focused on what you can do, rather than merely against what the other side is doing? And how can you claim that you didn't know what you obviously did, and did know what you obviously didn't (or hid)? Why are politicians from states I don't care about with positions that don't affect me, strangers to me, expecting my money, and why are politicians selling each other lists within the party to gain access to potential contributors? It's bec

SHOW NOTES: There are jobs that many of us would prefer not to have and businesses we'd prefer not to own, but they provide valuable services. Someone has to run funeral parlors, cemeteries, cesspool cleaning, mold removal, and junkyards. Personally, I wouldn't like to pick up garbage, but we need the service or the rats would overwhelm us. Then there are jobs that I can't comprehend doing because of their impact on others. I knew a woman who incessantly pointed out that her husband was a doctor. I asked him once for a referral for a client who lived in the area, and he couldn't provide me one. I found out when we had dinner once, and I questioned him, that he sat at a desk all day approving and rejecting medical claims. Even with my excellent health insurance, I'm occasionally informed by a distant "claim administrator" that my claim wasn't covered or only partially covered. There's no coherent explanation, only the small print that some attorney, also sitting at a desk and who's never been inside a courtroo

SHOW NOTES: When I was teaching a graduate course as a "side hustle" for MBA and PhD candidates at the University of Rhode Island, I inherited a student who claimed he had ADHD and the "documentation was coming from health services." He also answered every question in class with a single word, "reengineering." I found out that he had pulled this con with the full-time faculty, and was in his final courses getting to his MBA. He told me he couldn't take "timed" tests. No worries, I told him, the midterm and the final were take-home essays and everyone had whatever time needed so long as they met the deadline. I gave them the questions 60 days ahead of the deadline. He never contributed anything else in class except that word, and I watched him easily banter with classmates, otherwise. He never turned in the midterm or final. I flunked him, unheard of in the graduate school where everyone received A's or B's or a rare C. He went ballistic and filed a complaint. My grade was upheld. The school's director told

SHOW NOTES: The odds were better for the biggest longshot in the Kentucky Derby. An American has become Pope. It was said that no American could become Pope because the church wouldn't vest its power in someone with a Super Power. I would think, however, that there is no greater Super Power than God, so we shouldn't worry. Many people are pointing out that he spend twenty years in Peru so he's actually Peruvian. No, he's American, born here, but with a dual citizenship. Others, especially non-Catholics, panic when he's called a "missionary," thinking of the Colonialist/Imperialist times when the clergy were sent as missionaries to convert any non-Christian in sight. Today, missionary work is about caring for the poor, providing for the less fortunate, helping after natural disasters. The clergy as a whole are highly educated and learned men. There is no theological justification for a celibate, male clergy. Jesus never spoke of it, God never mentioned it. This was created by the church in the 12th Century be

SHOW NOTES: •There was once a Readers Digest staple by this name, still available in summaries. •Here's mine. Keep in mind, when you critique someone who happens to be black, it's 'de rigueur' to announce, "I'm not a racist." Well, I'm announcing to you that I'm not a Trump supporter (and I'm also not a racist). •Years ago we thought about selling our home. Every realtor who showed me "comparable's" I turned away, because there was no comparable's to this home. It's a lifestyle, not a house. You judge it on that basis, not the neighbors. •People outside the US, especially in Europe, think that the US is simply like a European country, but much larger. (A client of mine in the EU, to whom I mentioned that Lichtenstein was the only European country I haven't visited, said, "Lichtenstein is in Europe?") •Trump is targeting some areas that need improvement, but where he should be using a scalpel he's using a flamethrower. •We cannot allow unregulated, illegal immigrants into the US. (Does an "undocumented immigr

Show Notes: I knew kids in high school and college who cheated. They stole exams or looked at other people's answers or had someone else take tests for them. (Ironically, grammar school was far more honest!) My daughter had a friend whom she abandoned because of her chronic cheating and requests to help her out. She even cheated at sports unless the officials caught her. When you're successful, of course, you don't stop, and she tried cheating in college and got herself tossed out. I'd bet she's in a blue collar job today and stealing from her employer. People asked me to help them cheat and even offered money to me to write a paper or sit in such a way where they could see my answers. I never acquiesced, and there were two quite simple reasons. First, it makes it harder for all the honest kids to stand out, and second, I really don't want someone doing my taxes, or selling my house, or operating on an abscess who cheated to get to those positions. I remember a guy called in by auto shops who would "prove"

Show Notes: •Quality diminishes as numbers increase. •As everyone joins in, fewer and fewer real authorities. •A guy doesn't publish directly, but is "presented" by others so you can't block his inanities. If you click on his site, there is a ridiculous training program hawked with absurd promises. He's a hustler. I block the people "presenting" him. •All those people with 17 "rules" for great leadership and charts for making decisions have never been a great leader or decision maker. If they were, why would they post this nonsense publicly. Can you see a leader with a chart or list in his pocket consulting it in the boardroom? •The there are the 'ad hominem' attacks, very popular on Facebook, where a person with an IQ 80 points lower than yours say simply, "That's a dumb question" or "You're clueless." •About 90% of the stuff that shows up on my X feed, which I don't want and never requested, is anti-Trump, often with ridiculous claim, false statistics, and posted by third parties but representing some

SHOW NOTES: The threshold of rational behavior and values overcome by opposing normative pressures. The rioter's justification. The battlefield. The social media and "influencers." People who have low self-esteem and seek bias confirmation and approval. Fear begets fear, panic begets panic. The "drug" of the "magic bullet." Handholds when you're confused—they may be even more dangerous. Example: Are you trading or investing? Example: Have you looked at best case/worse case? Example: Have you considered probability and seriousness? The case of the quite successful "big lady." What's the empirical evidence and observed behavior? A friend is a friend, not an expert. The three kinds of empathy.

You can't deal with Hardly Relevant or Losing and Dying. You must be paid at least a deposit in advance. You must have "non-cancellable" under terms and conditions. You have to deal with a legitimate buyer. (I'm a buyer, I just don't have the budget.) The difference between budget and money. Don't argue over small matters and fall into the legal trap. Meet whomever is a stakeholder, especially in small businesses. Conceptual agreement ends with pouring concrete. Don't sacrifice and compromise personal issues. Don't give off "deal vibes". Always give options with value based fees. Always set DTA. Discuss outcomes not "deliverables". Create value with the buyer (that's how to increase fees). Never do a "pilot". Never do pro-bono for a for-profit. Never give a lower fee to sample your work. Do your homework. Act like a peer of the buyer.

While it's true that nonprofits often fail for lack of funding, there are reasons that they don't achieve funding or that they use it incorrectly and/or inappropriately. Here's my experience from eight boards, including chairing two of them: The boards are weak. They are made up of "names" who would seem to be significant, but who provide very little in terms of governance skills, strategic viewpoint, or even attendance. The executive director/CEO remains too long. The "shelf life" of these leaders is about seven years. After that, they stop serving the institution and the institution starts serving them. They create a tyrannical "fiefdom." No skin in the game. There must be a "give or get" minimum financial contribution from the board. They can't just play with "other people's money," and many granting foundations insist on such investment as a must for grants. They are not run as businesses. There is a budget to meet, strategic goals to achieve, the mission to be accomplished. They often approve budgets

Uncertainty leads to poor choices. People seek certainty at the cost of their well-being. We have been "certain" about such horrors as eugenics and such trivialities as not swimming for an hour after eating. We've had brutal endings to cults, in Waco, in Jonestown, because conmen had convinced followers that they had certainty. We have polarization today because opposing politics or values cause adherent to be "certain" about their position and hold those who disagree as inferior. There are people taking invalid behavioral tests to dismiss others as having weak or defective profiles, and they are certain that they are superior to them. I remember when so many people had their feet burned trodding over hot coals that more EMTs had to be called. I guess their motivation wasn't sufficient—they were uncertain. BOTH science and religion try to create certainty around the mysteries of the universe, as if we could understand the unfathomable. (What do we mean there was "nothing" and then there was "something" wh

I'm a capitalist. Socialism and the rest simply favor the few at the top, from Lenin to Hitler to Castro. Yet we do have too high a level of poverty. In the face of this we are paying athletes tens of millions a year and hundreds of millions in contracts. Connor McGregor makes $180 million annually, Lionel Messi $130 million. Juan Soto, a good hitting but poor fielding right fielder has signed a $765 million contract with the New York Mets, which is about $60 million a year, more than a million dollars a week, and that's not counting endorsements, commercials, and other extra-curricular activities. Entertainers make a fortune: Dwayne Johnson (the Rock) $88 million, Ryan Reynolds $100 million, Kevin Hart $100 million, Tom Cruise often $100 per picture. I don't doubt their talent, but I do question the proportions. I've never believed that if you build one less aircraft carrier you could improve every school. Government doesn't use "pockets" of money. But I do suspect that most athletes and entertainers, propor

SHOW NOTES Let's stop using inaccurate terms, such as VITO (Very Important Top Officer) or "C-suite," which doesn't actually exist. Let's focus on real buyers. And that also calls for accuracy. A small business owner is a small business owner, not a CEO. That buyer has differing frames of reference and motivation from an executive in a large organization. Trust and credibility are reliant on understanding those distinctions. Titles are midleading. I've found a lot of vice presidents who can't buy, and a mid-level director who spent $250,000 with me every year for ten years. Budgets and money are two different things. A true buyer can move money from one budget to another, or create a new budget (especially important since a new client hasn't budgeted for you, someone the buyer didn't know prior, in advance). You need to convince the true buyer that moving money from an existing budget to you represents a far better ROI. If you can't do that, no one else is going to do it for you. No one is a buyer who do

Usually found on AM radio, sometimes TV infomercials, sometimes online ads. They involve an "authority" you've never heard of and an interlocutor you've never heard of who's as eager as a puppy, e.g., "Media personality Joe Shmo." The issue is weight loss, erectile disfunction, leg pain, backaches, congestion, hearing impairment, of any other popular problem. There are "studies" and the suggested approach has been "clinically proved." There are eager customers who evangelize. On TV it says in small print either "hired actor" or "actual patient who is compensated for the appearance." The sidekick asks all the "deep" questions (How long have you been investigating this?)" and provides all the deep responses (wow, hooooo, impressive!). Then there are the strange warnings and advisories required by the laws: may cause permanent hearing loss, narcolepsy, kneecap fracture, suicidal tendencies, and urge to commit arson. Do not take if you are allergic to the dug (how would you know?), if you're on drugs in the form

Radon is a radioactive gas that has no smell, colour or taste. Radon is produced from the natural radioactive decay of uranium, which is found in all rocks and soils. Radon can also be found in water. Radon escapes from the ground into the air, where it decays and produces further radioactive particles. Radon from soil gas is the main cause of radon problems. Sometimes radon enters the home through well water. In a small number of hones, the building materials can give off radon, too. However, building materials rarely cause radon problems by themselves. You can either hire a radon tester or purchase a radon test kit from a hardware store and do it yourself. However, the Environmental Protection Agency (EPA) recommends hiring a qualified tester if you are buying or selling your home. A short-term radon testing kit measures radon for 2-90 days for quick results. Radon is a naturally occurring, colorless, odorless, radioactive gas. It can seep into homes and other buildings. You're at higher risk for develop

"I'm as mad as hell, and I'm not going to take this anymore" This is a line from the 1976 movie Network. The line is spoken by Howard Beale, a character who is angry about the state of America. The executive vice president at a huge bank asked where I was from. "So you left that cesspool to move up here," he said. I said, "Why are so many of you so jealous of New York, is it an inferiority complex?" (This guy was later cashiered because of massive sexual harassment charges.) Then you have the passive-aggressive types: "I assume your daughter's school as her backup school"? "No, but you wouldn't know how good it is because your kids could never get in and you could never pay for it." My first Ferrari: "Look, you can't afford the insurance and she could never learn to drive it." Three Ferraris later, he put me into the first Bentley sports car for $150,000 to try to buy my good will. I've now had seven Bentley's. Stop taking crap from people. When the woman in the coffee shop was rude twice in a row, I tol