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February 15, 2025

It’s All Interconnected, But Start Somewhere

Remember finishing up a camping trip, looking forward to a nice warm shower and a good night’s sleep on your bed that night? Getting the sand from your shoes? The […]

Clients, Developing Processes, Expertise, Finance, Growing Your Business, Growth, Management, Managing Clients, Managing People, Marketing, Roles, Succession and M&A, The Work

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 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

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

January 2, 2024

Stopping Is As Important As Starting

It’s a lot easier to start things than to stop them. Starting feels like growth and adventure, and things feel alive. Stopping can feel like loss and failure, but it […]

Clients, Finance, Growing Your Business, Growth, Managing Clients, Managing People

September 10, 2023

See Yourself Anywhere In These?

This article is a grab bag of the things I’ve noticed in working with 1,000+ firms through the Total Business Reset process. Maybe you’ll see yourself in some of them: […]

Benchmarking, Clients, Developing Processes, Finance, Growing Your Business, Growth, Management, Managing Clients, Managing People, Marketing, Marketing Yourself, Processes, Roles, Succession, Succession and M&A

September 4, 2023

How Good Clients Can Change Your Life

I’ve been thinking about great clients, these days, and they frequently come to mind when they are harder than ever to find. During tougher times (which the industry seems to […]

Clients, Managing Clients

August 6, 2023

The Interplay Between Purpose-Driven Affinity and Expertise

I started noticing something about two years ago, but it was significant enough that I didn’t want to be wrong, so I just watched it develop until it was clearly […]

Clients, Expertise, Managing Clients, Marketing, Marketing Yourself

July 31, 2023

How a Great Referral Strategy Helps Service Offering Design

Picture this for a minute. You look at all the service offerings you make available to clients and all of a sudden it looks more like a Luby’s Cafeteria than […]

Clients, Managing Clients, Marketing, Marketing Yourself, Processes, The Work

June 19, 2023

Quit Overthinking Your Own Content Plan

It would be a mistake to imagine that your own self-doubt is unique, thinking that the people who share things publicly are more self-confident or less fragile. I’ve never measured […]

Expertise, Growing Your Business, Growth, Managing Clients, Marketing, Marketing Yourself

June 12, 2023

Should You Be Present, Prominent, or Dominant?

I decided to write this article four years ago and I have made zero progress on it until today. But its continued presence in my “ready to write” folder is […]

Clients, Expertise, Growing Your Business, Growth, Management, Managing Clients, Managing People, Succession, Succession and M&A

June 4, 2023

How To Run Your Firm In Uncertain Times

I’ll talk with 3-4 prospective clients and 15-20 clients every week, and I like to ask them how things are going. I also try to stay in touch with larger […]

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

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