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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

February 5, 2019

Better Than It Has To Be

Amalie Motor Oil’s slogan is “Better Than It Has To Be…Since 1903”. That caught my eye recently when I was searching for the best hydraulic oil replacement in my Kubota […]

Clients, Managing Clients, The Work

February 1, 2019

Don’t Let Client’s Derail Your Process–For Their Sake!

Just like persistent “cash flow” problem are really profitability problems, so too most “over-servicing” issues are really “under-pricing” issues in disguise. The reason is because you have a set way […]

Clients, Managing Clients, Processes, The Work

January 29, 2019

Balancing Money, Impact, Culture, and Enjoying Your Work

When I get a chance to be interviewed, many of these fine folks want to talk about this concept I’ve written about around the notion of whether or not we […]

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

January 25, 2019

Are You A Real Entrepreneur…Or A Franchisee?

This question could be a little offensive, but hear me out. As I’ve tried to picture in the graphic, a franchise entrepreneur operates on a prescribed track. Everything is fairly […]

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

January 17, 2019

Your Digital Breadcrumb Trail

When I need to put things in context, I tell myself that I’ve been in business longer than Amazon and Google, and that for a number of years I made […]

Expertise, Managing Clients, Marketing, Marketing Yourself

January 10, 2019

The One Thing That’s Going To Hold You Back

There’s one thing that will consistently hold you back from doing your best work and running a high performing firm, but it won’t come until later. In the early steps […]

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

December 19, 2018

If You Were Less Courageous

It’s been years since I’ve republished anything in this blog. I like to write from scratch. But every once in awhile, something bears repeating. I wrote this while sitting on […]

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

November 20, 2018

Share Your Ungated Insight Freely

“How much insight should I give away on my website?” That’s the question I’m asked frequently, prompted by one or more of these issues [with a counterpoint in brackets]: My […]

Expertise, Managing Clients, Marketing, Marketing Yourself, Processes

October 21, 2018

Why You Cannot Be Trusted With Opportunity

You’ve demonstrated that you can’t be trusted with opportunity. You smile when you hear that, partly because you know it’s true, but partly because you pride yourself on actually converting […]

Clients, Managing Clients, Marketing, Marketing Yourself

September 29, 2018

Three Account Manager Power Grab Reversals

While project management (what I call Resourcing) is the most important role at your firm, client managers have the most difficult job. They have one foot firmly planted on both […]

Clients, Managing Clients, Managing People, Roles

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