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January 1, 2023

What I Think 2023 Will Bring For You

First off, I should start this by saying I have no idea what’s going to happen, but you might take what I think and combine it with your own instincts […]

Benchmarking, Clients, Developing Processes, Management, Managing Clients, Managing People

November 6, 2022

What Your Team Wants You to Know

We started doing something interesting in our Total Business Reset offering, recently, and the results have been enlightening. We have two carefully crafted surveys—one for principals and one for each […]

Developing Processes, Managing Clients, Managing People, Marketing Yourself

October 2, 2022

How To Attack A Valuation That You Think Is Too Low

We have done hundreds of valuations, and the reasons for getting one are all over the place: Sometimes—though not usually—the process can turn adversarial, in which case we’ll move into […]

Developing Processes, Finance, Succession, Succession and M&A

September 18, 2022

One Simple Benchmark…That No One Seems To Use

I’ve worked hard to establish performance benchmarks for firms in this space. Some examples of that effort: Today I want to extract one element of that model to help you […]

Benchmarking, Developing Processes, Finance

July 11, 2022

The Root Causes of Unprofitability

Okay, your firm isn’t profitable…or maybe not as profitable as you’d like. This article is for you. I hope you can read this as more “thorough” than “pedantic” because that’s […]

Benchmarking, Developing Processes, Finance

April 19, 2022

Confidence, Opportunity, Capacity

What leads to business success? If you’ve ever gone back to your high school reunion, you’ve probably seen some surprise success stories and scratched your head while asking the same […]

Developing Processes, Finance, Growing Your Business, Growth, Management, Managing People, Marketing, Marketing Yourself

February 26, 2022

The Problem With How Our Industry Understands Project Management

When I do a Total Business Reset of a firm, there are six modules we work through, and one of those is around roles and people and how to structure […]

Developing Processes, Managing Clients, Managing People

February 6, 2022

How Open Should You Be About Your Firm’s Finances?

We live in different times. Just twenty years ago it wasn’t uncommon for the team to have no idea what the hourly rate was, they weren’t allowed to see proposals, […]

Developing Processes, Managing People

October 6, 2021

Okay, I’ll Do It: My Predictions for the Field Over the Next Year

My podcast co-host is always saying that “experts” have a duty to predict the future. But since I’m not sure he’d be comfortable declaring that I’m an expert, I’m not […]

Benchmarking, Clients, Developing Processes, Management, Managing Clients, Managing People

August 13, 2021

Options for that Single Performance Benchmark to Watch

Few principals do a good job, at the outset, monitoring the firm’s financial performance. You’ll typically focus more on cash than profit, and only about one-fourth of you enjoying processing […]

Benchmarking, Developing Processes, Finance, Management, Managing People

July 7, 2021

Quit Listening to Ruth

Ruth is this person whispering in your ear, several times every single day. She’s never short of reasons why you should lower your pricing or compromise. She’d be a lot […]

Benchmarking, Developing Processes, Expertise, Managing Clients, Marketing, Marketing Yourself

April 19, 2021

Developing Your Own Compensation Strategy

Nobody grows up longing for the opportunity to decide what salary other people are going to make, except maybe a sociopath. The rest of us just want to do the […]

Benchmarking, Developing Processes, Management, Managing People, Roles

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