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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. […]

Clients, Expertise, Management, Managing Clients, Managing People, Marketing, 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 […]

Benchmarking, Clients, Developing Processes, Finance, 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 […]

Expertise, Growing Your Business, Growth, Managing Clients, 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 […]

Expertise, Growing Your Business, 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 […]

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 […]

Clients, Developing Processes, Finance, Managing Clients, Marketing, Marketing Yourself, Succession, 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 […]

Clients, Developing Processes, 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. […]

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 […]

Expertise, Management, Managing Clients, 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 […]

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 […]

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 […]

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

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