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January 5, 2025

Revisiting Account Management This Year

Do I look forward to an extended drive with this person? We’ll get to that question in a minute. I so believe in the account management role that we do […]

Managing Clients

December 22, 2024

Being “A Best Place to Work”

I am, sadly, an underground skeptic of the “Best Place to Work” stuff, for two reasons: Yet, even though the awards may not correlate too well with the actual places […]

Managing People

December 15, 2024

Defining Success for Yourself

First, if you are running a firm that makes money, does good work, with people you (usually) enjoy being around, the odds are stellar that you are a remarkable human […]

Developing Processes, Growing Your Business, Management, Managing Clients, Managing People, Processes, Roles

December 8, 2024

When to Make Better Decisions

tl;dr Don’t make decisions when things are great, but generally make them during normal times, with a touch of the honesty that comes from anger. Back when I was traveling […]

Management

November 24, 2024

A Note to You: Consumed with Gratitude

I am consumed with gratitude, but I’m not entirely sure why. My parents weren’t particularly grateful, taking the position that they were giving up so much to be medical missionaries […]

Uncategorized

November 17, 2024

“Sell Your Professional Service Firm: A Primer”

I’m so excited to announce the release of Selling Your Professional Service Firm: A Primer. I’ve chronicled the writing process along the way, so it’s not like it’s a surprise that […]

Succession and M&A

November 10, 2024

Admit Your Control Freak Tendencies

Brad Farris, one of our speakers at the recent Mind Your Own Business conference, made an interesting point in his presentation: your management style—the things you hold onto, even though you whine […]

Management

October 27, 2024

What Outsiders Think of Us

When you’re inside an industry, like readers of this weekly missive certainly are, you forget how weird that industry can look to outsiders. That alternative perspective is something that we […]

Clients, Expertise, Management, Marketing

October 20, 2024

Why To Get A Valuation Now

Some firm owners are under the impression that you should only get a valuation when a sale is imminent. By definition, a valuation is a point-in-time look at the value […]

Succession

October 13, 2024

Rethinking the Incentive Structures at Your Firm

While it wasn’t a huge audience who heard the speech at Harvard in 1995, what Charlie Munger shared that day spread very quickly. It got picked up and reshared by so many […]

Managing People

October 6, 2024

M&A Dictionary of Common Terms

One-half of our work is in the M&A space: buy- and sell-side searches, valuations, negotiations, due diligence, etc. So from time to time I’m going to slip some M&A articles […]

Succession and M&A

September 29, 2024

Cold Outreach Can Be A Great Research Tool

When you plot every possible new business tactic on a ladder of lead generation, you might put a book or a TED talk at the top, and an intern wearing […]

Marketing

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