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Developing Processes
May 20, 2023
Incongruities Of What We Say…and Do
Okay, let’s have a little fun. But let’s do it at your expense, and not mine. That’ll be even more fun! Picture this. You finally go to the dentist, reluctantly. […]
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: Incongruities Of What We Say…and Do
Clients
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Expertise
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Management
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Managing Clients
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Managing People
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Marketing
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Marketing Yourself
May 8, 2023
The Two Main Reasons Your Firm May Not Be As Profitable As You’d Like
I don’t think I need to spend much ink supporting the idea of making a profit. A hobby costs you money, a job delivers a fixed amount of money for […]
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: The Two Main Reasons Your Firm May Not Be As Profitable As You’d Like
Benchmarking
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Clients
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Developing Processes
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Finance
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Managing Clients
,
Marketing
,
Marketing Yourself
April 30, 2023
Five Questions Your Salesperson Should Be Able To Answer
Many factors yield a successful new business strategy. A few of those include: So after marketing delivers those opportunities, it’s the role of sales to: But let’s say that I […]
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: Five Questions Your Salesperson Should Be Able To Answer
Expertise
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Growing Your Business
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Growth
,
Managing Clients
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Marketing
,
Marketing Yourself
April 23, 2023
Weave Your Past Experience Into One (Of Many) Options for Success
You should not feel trapped by your career success. I harbor this core belief that’s likely to strike you as pretty odd, but I hope you’ll let me explain: You […]
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: Weave Your Past Experience Into One (Of Many) Options for Success
Expertise
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Growing Your Business
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Growth
,
Management
,
Managing Clients
,
Managing People
March 26, 2023
You Wanna Be A Timeshare? Or Earn Client Loyalty?
I’m going to talk out of both sides of my mouth in a short note today. On the one hand, if/when you ever go to sell your firm, the buyer […]
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: You Wanna Be A Timeshare? Or Earn Client Loyalty?
Clients
,
Managing Clients
March 18, 2023
What Buyers Are Looking For
M/A activity seems to be picking up a bit, and so this is a good time to review what most buyers are looking for. I say “most” because there’s always […]
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: What Buyers Are Looking For
Clients
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Developing Processes
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Finance
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Managing Clients
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Marketing
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Marketing Yourself
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Succession
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Succession and M&A
March 5, 2023
How to Talk About Scope Creep
Managing scope creep is as much fun as arguing with your conspiracy-prone cousin at the Thanksgiving table, but not managing it well is the surest way to lose money, and […]
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: How to Talk About Scope Creep
Clients
,
Developing Processes
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Finance
,
Managing Clients
,
Processes
,
The Work
February 26, 2023
Calibrate How Much You Care
Caring too much about something can put you at a distinct disadvantage. Car salespeople know this when they detect even the slightest interest or sense any desperation on your part. […]
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: Calibrate How Much You Care
Managing Clients
,
Managing People
February 19, 2023
Whose Advice Should You Listen To?
Picture yourself with a significant, challenging question that you pose to three different people. The advice you get in return is conflicting, but seemingly logical and definitely heartfelt. There’s no […]
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: Whose Advice Should You Listen To?
Expertise
,
Management
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Managing Clients
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Managing People
February 5, 2023
The Message An Undifferentiated Firm Sends
When I have the opportunity to speak from a stage, it’s more of a one-way affair. When I’m working with a single client, it’s a small sample size. But I […]
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: The Message An Undifferentiated Firm Sends
Expertise
,
Managing Clients
,
Marketing
,
Marketing Yourself
January 18, 2023
Three Principles of Service Offering Design
There are six modules in our Total Business Reset, and my favorite might be the third, where we work through Service Offering Design (SOD). That’s partly because by that point […]
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: Three Principles of Service Offering Design
Clients
,
Managing Clients
,
Processes
,
The Work
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 […]
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: What I Think 2023 Will Bring For You
Benchmarking
,
Clients
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Developing Processes
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Management
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Managing Clients
,
Managing People
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