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Managing People
Managing Clients
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Succession and M&A
Developing Processes
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 […]
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: Distinguishing Between Why Clients Leave, Come, And Stay With You
Clients
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Expertise
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Growing Your Business
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Growth
,
Managing Clients
,
Marketing
,
Marketing Yourself
,
Processes
April 19, 2022
Confidence, Opportunity, Capacity
What leads to business success? If you’ve ever gone back to your high school reunion, you’ve probably seen some surprise success stories and scratched your head while asking the same […]
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: Confidence, Opportunity, Capacity
Developing Processes
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Finance
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Growing Your Business
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Growth
,
Management
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Managing People
,
Marketing
,
Marketing Yourself
April 3, 2022
Leadership Is Often Letting Your Friends Down At a Pace They Can Absorb
As a kid, my parents used to drag the three of us boys into the city (a 9 hour drive) to get our annual physicals. Though I didn’t think too […]
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: Leadership Is Often Letting Your Friends Down At a Pace They Can Absorb
Marketing
,
Marketing Yourself
March 27, 2022
Why You Might Want To Leave Your Content Ungated
My goal is to have you reevaluate your instinctive decision to gate your content (i.e., put it behind a form that the prospect must complete in order to get access […]
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: Why You Might Want To Leave Your Content Ungated
Marketing
,
Marketing Yourself
March 20, 2022
The Downsides of Being An Architect Versus A Builder
Do you want to be an architect…or a builder? A strategist/advisor or a skilled craftsperson who makes things happen? It’s a serious mistake to think one is better than another. […]
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: The Downsides of Being An Architect Versus A Builder
Marketing
,
Marketing Yourself
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The Work
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 […]
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: What Does and Doesn’t Happen After You Specialize?
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 […]
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: I Don’t Know How To Hire You. Really. I Don’t.
Expertise
,
Managing Clients
,
Marketing
,
Marketing Yourself
January 8, 2022
Let's Just Be Frank About This Word of Mouth Thing
On the far side of this illustration is your firm as it currently exists. On the near side is a stronger future, where you have better options, more control, and […]
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: Let’s Just Be Frank About This Word of Mouth Thing
Marketing
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Marketing Yourself
January 3, 2022
The (Mostly) Evil That is Procurement And How To Think About It
I know. There should be some repercussions for starting 2022 with a missive on procurement, but what better way to jump start your mind. One minute you’re basking in the […]
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: The (Mostly) Evil That is Procurement And How To Think About It
Marketing
,
Marketing Yourself
July 7, 2021
Quit Listening to Ruth
Ruth is this person whispering in your ear, several times every single day. She’s never short of reasons why you should lower your pricing or compromise. She’d be a lot […]
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: Quit Listening to Ruth
Benchmarking
,
Developing Processes
,
Expertise
,
Managing Clients
,
Marketing
,
Marketing Yourself
May 9, 2021
Are You Stuck at the Second of Three Stages?
You can broadly define your experience as the principal of a digital, creative, or marketing firm in three phases. You might be stuck at the tail end of the second […]
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: Are You Stuck at the Second of Three Stages?
Clients
,
Growing Your Business
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Growth
,
Managing Clients
,
Marketing
,
Marketing Yourself
April 25, 2021
What You're Selling And What They're Buying Need to Match
We get so caught up in taking orders from clients. “What else do you need? Would you like any particular dressing with that? On the side? Anything else?” Experts are […]
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: What You’re Selling And What They’re Buying Need to Match
Clients
,
Expertise
,
Managing Clients
,
Marketing
,
Marketing Yourself
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