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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

May 29, 2022

Behind 2Bobs: The Biggest Podcast In This Space

The 2Bobs podcast that Blair Enns and I do is now just over 5 years old, with 150+ episodes, hundreds of reviews (averaging 4.9+), and a gratifying worldwide reach. Based […]

Marketing, Marketing Yourself

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

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 […]

Developing Processes, Finance, Growing Your Business, Growth, Management, 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 […]

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 […]

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. […]

Marketing, Marketing Yourself, 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 […]

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

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 […]

Marketing, 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 […]

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 […]

Benchmarking, Developing Processes, Expertise, Managing Clients, Marketing, Marketing Yourself

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