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June 13, 2019

Give New Clients An Early Win

In a world where there are fewer traditional, tactile deliverables, we need to rearrange our thinking about what we’re doing for clients. I want to suggest two specific things. First, […]

Clients, Managing Clients, The Work

June 6, 2019

Are You A Hypocritical Advisor?

Growing up in Guatemala, we used to get in the 4WD vehicle every three months and head to the big city, leaving the little Mayan village of San Miguel Acatán […]

Clients, Expertise, Managing Clients, Marketing, Marketing Yourself

May 30, 2019

Entrepreneurs "Undertake" Things in Small Steps

Most of my work life has consisted of many small steps toward an elusive goal. I’m on a greyhound race track and I know I’ll never catch the mechanical rabbit, […]

Expertise, Management, Managing Clients, Managing People, Processes, Roles

May 2, 2019

Pretend That You're An Advisor to In-House Departments

I’ve been looking forward to penning this article for a long time because it unearths some valuable insight that used to be a part of my consulting practice before I […]

Clients, Managing Clients

April 25, 2019

How Client-Side In-House Departments Are Changing

This is a three-part series about how the changing landscape in in-house departments is impacting your firm. We’ll look first at what’s happening in the larger landscape, and then we’ll […]

Clients, Managing Clients

April 18, 2019

Why Monthly Recurring Revenue (MRR) Arrangements May Not Be Ideal

Though I’ve been dropping passive-aggressive hints trying to undermine this movement to MRR for twelve years, I’ve never written a logical insight piece on why. To clarify, MRR is the […]

Clients, Developing Processes, Finance, Managing Clients, Processes

April 11, 2019

What the Present Future Holds

A lot of things have changed in our field, but I’ve never been more optimistic about our future as an industry. Success is here for the taking, my friends. Let’s […]

Clients, Digital, Expertise, Growing Your Business, Growth, Management, Managing Clients, Managing People, Marketing, Marketing Yourself, Processes

March 20, 2019

Are You the Kid...or the Adult...in the Boxed Cereal Aisle?

If your young daughter is screaming in the boxed cereal aisle, maybe you can defer the whining until you get to the checkout line in 11 minutes, but good luck […]

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

March 13, 2019

Ten Secrets to Being the Very Best Order Taker You Can Be

I’ve had a front-row seat to some of the very best order takers in the business, and it’s time I shared these secrets with you, too. With a little hard […]

Clients, Expertise, Managing Clients

March 7, 2019

Transitioning Prospect from Sales Person to Account Manager

The transition from new biz to account management is critical. I’ll explain how and when it should happen and then highlight the three problems you’ll have if it’s not managed […]

Clients, Growing Your Business, Growth, Managing Clients, Managing People, Marketing, Marketing Yourself, Roles

February 22, 2019

How Frequently Should I Publish These Insight Pieces?

I’ve been writing you 2x/week as an experiment. Now I’d like your help in designing the frequency of these emails. Please help me decide how often to send these out: […]

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

February 17, 2019

Following Your Client to the New CMO Gig

One of the most critical new business skills is actually an old business skill: how to follow your client contact to his or her new job. Mastering that ability can […]

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

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