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September 2, 2024

Early Onset Indifference

If you’re interested in one day selling the firm you’ve created and built, how do you know when you’ve maximized your potential and thus the likelihood of success in finding […]

Succession and M&A

August 18, 2024

Expertise Is Mainly About Asking Great Questions

One of the biggest misconceptions you’ll have on the way to delivering expertise is the notion that you need to have all the answers. How We Normally Deliver Expertise We […]

Expertise

August 11, 2024

Account Managers and Strategy

I’m a huge fan of the account management function, which is why we do a huge annual conference on the subject every March. We’ve also covered how to understand account managers in […]

Managing Clients

August 4, 2024

Putting Your Own Oxygen Mask On First

Imagine that you grew up in a remote village and had never been on an airplane. Maybe you hadn’t even seen one before, either, so everything was new. You also […]

Management

July 21, 2024

Understanding Valuation Multiples

There are many reasons to buy a firm, and some of those have very little to do with the financial side, but a valuation uses various formulas to assign an […]

Succession and M&A

July 8, 2024

Are Email Newsletters Even Viable Anymore?

The only digital communication medium that’s been with us from the very beginning and still widely in use today is email. (Discussion boards are second.) And every few years we’re […]

Marketing

June 23, 2024

Strengthening a Weak Horizontal Positioning

There’s an important assumption right there in the title of this article, and that’s the fact that horizontal positioning is naturally weaker, all things considered, because it’s often less addressable. A […]

Marketing

June 16, 2024

A Framework for Principal Compensation

Every principal agrees that their pay is important, but how do you set that? And how do you handle a scenario where there are multiple partners? Where the Data Comes […]

Benchmarking

June 9, 2024

Including Addressability in Your Positioning

If your positioning doesn’t have an obvious addressability component, it’s going to be a challenge to implement. Here’s the usual forcing function for better positioning: That launches a tedious, painful […]

Expertise, Marketing

June 2, 2024

Leading in a Chaotic World

This is adapted from a keynote I gave in Madrid to 100+ agency leaders recently. Since it seemed to resonate for a lot of folks, I wanted to flesh it […]

Management

May 19, 2024

Developing a Compensation Framework

Decisions that involve emotion and have long-term implications are tricky, and what you pay any individual at your firm qualifies on both counts: tricky and long-term. My suggestion is to […]

Benchmarking, Management, Managing People

May 12, 2024

How PowerPoint Killed Positioning

PowerPoint and the web have gutted our understanding of positioning. That’s a pretty bold statement, but hear me out. Sometimes you can’t really see the bigger picture while the smaller […]

Expertise, Marketing

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