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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

November 27, 2022

Unique Challenges Of That Very First Experienced Hire

You’re about four or six years into this thing. So far, your success has come in part from hiring inexpensive eager young people who wanted to build something with you. […]

Expertise, Management, Managing Clients, Managing People, Roles

November 22, 2022

Your Five Options When Faced With Unclear Project Scope

I see multiple deer near this road by our farm nearly every time that I pass it. Last week there were six, and two of the younger ones just stood […]

Clients, Managing Clients, Marketing, Marketing Yourself, Processes

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 31, 2022

Don't Count On Anyone Discovering You

There are thousands of supremely talented but “undiscovered” greats in this field that you and I love, and maybe you’re one of them. Sometimes I wonder why I’m not more […]

Expertise, Managing Clients, Marketing, Marketing Yourself, The Work

August 28, 2022

Why The Heck Does Everyone Want To Be Like IDEO?

I talked about something in my fifth book, and it’s something that I find amusing and infuriating at the same time. And that’s our industry’s obsession with IDEO. It’s frustrating […]

Expertise, Managing Clients, Marketing, Marketing Yourself

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