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August 21, 2022

The Selection Bias That Might Be Leading You Astray

There’s an interesting phenomenon related to how you see yourself in relation to competitors, and it makes me smile. I do the same thing, so I’m addressing this to myself, […]

Clients, Expertise, Managing Clients, Marketing, Marketing Yourself

August 2, 2022

Managing the "Deliverables" Dance

First, can we all agree that “deliverable” is a terrible concept? This will come up early, too, in your discussions with a prospect. I hear questions about them so much […]

Managing Clients, Marketing Yourself

July 17, 2022

Let's Talk About Case Studies

There are so many instinctive aspects of the new business process. At some point, the prospective client is likely to ask you for: References. Written proposal. Case studies. Policies and […]

Expertise, Managing Clients, Marketing, Marketing Yourself, Processes

May 1, 2022

My Thesis...And How Much "Purpose" Your Business Needs

I have a lot of goals in my personal life, but I like to keep those separate from my business life. The more overlap there is between your personal and […]

Clients, Expertise, Management, Managing Clients, Managing People, The Work

April 24, 2022

Distinguishing Between Why Clients Leave, Come, And Stay With You

One of the positioning mistakes I see fairly frequently is this: confusing the reasons prospective clients choose you with the reasons existing clients stay with you. This is a problem […]

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

March 7, 2022

Planning On Capacity And Growth In An Uncertain World

In an interconnected world, the possibility of local disruption is magnified when events halfway around the world pop up. Supply chain disruptions, foreign wars, and disease that travels by plane […]

Clients, Growing Your Business, Growth, Management, Managing Clients, Managing People, Roles

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 21, 2022

Be Careful How You Allocate Your "Engagement Units"—They May Not Grow Back

I look back fondly on all of the jobs I had when we had two young kids and I was in grad school for five years, full-time: Reading electric meters […]

Clients, Expertise, Management, Managing Clients, Managing People

February 13, 2022

What Does and Doesn't Happen After You Specialize?

A few positioning questions come up with nearly every client I work with, either sooner or later. The Total Business Reset ($22k for most firms) covers these six modules, usually […]

Expertise, Managing Clients, Marketing, Marketing Yourself

January 17, 2022

I Don't Know How To Hire You. Really. I Don't.

I don’t know how to hire you. Sorry, but that’s true. (I’m your prospective client in this story.) I’m kind of intrigued, but then again I’m a little afraid to […]

Expertise, Managing Clients, Marketing, Marketing Yourself

November 9, 2021

Moving Upstream in Your Client Work

Greetings from my last trip to the cabin. We’ve enjoyed this isolated spot on the Cumberland Plateau for 13 years. I’m sitting on a bench, right now, looking over a […]

Clients, Expertise, Growing Your Business, Growth, Managing Clients, The Work

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

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