Articles

Filter by Topic

Managing People
Managing Clients
Marketing Yourself
Growing Your Business
Succession and M&A
Developing Processes

April 10, 2023

Different Ideas For Your Website

I probably wouldn’t look at so many websites of potential clients except that I enjoy doing that, right before I get on the phone with them. Sometimes I’ll then reference […]

Marketing, Marketing Yourself, Processes

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

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

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

September 25, 2022

The Impact of Pricing: Waterfall vs. Agile

One of my favorite things about this consulting world is that I get to see the connection between the advice and the results. In other words, I get to verify […]

Marketing, Marketing Yourself, Processes

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

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 31, 2022

Losing Graciously...Even While Being Intensely Competitive

Success requires that you try a lot of things. Trying a lot of things means you’re going to lose. A lot. If you don’t lose gracefully, you’ll be burning many […]

Marketing, 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: This request for case studies has me […]

Expertise, Managing Clients, Marketing, Marketing Yourself, Processes

Pages: 1234567891011

Articles

Filter by Topic

Advisory Services

M&A Services