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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 […]

Clients, Growing Your Business, 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 […]

Clients, Expertise, Managing Clients, Marketing, Marketing Yourself

December 14, 2020

How Tall A Building Will You Need For Your Elevator Pitch?

If you need a skyscraper to get your “elevator pitch” out during the ascent, you might need a different elevator pitch—one that can be told in a four-story building. If […]

Marketing, Marketing Yourself

December 1, 2020

Think Like A Sales Engineer

Most people who are selling for your firm–a principal or a dedicated employee–are doing a decent job. Gone are the days, mostly, when selling was accomplished with slick sales talk […]

Marketing, Marketing Yourself

November 5, 2020

Do You Really Need One More Logo On Your Logo Wall?

Do you really need that additional logo on your wall? Really? The things you tell yourself to justify yet one more deeply discounted price to a client makes me shake […]

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

October 26, 2020

Concealing Your Strategic Abilities Inside a Trojan Horse of Doing

I’m back. Not sure what you’ve been doing to justify the recent silence, but all I’ve got to explain myself is a 30-lb., 9-week-old Great Dane (Frida) on her way […]

Clients, Expertise, Managing Clients, Marketing, Marketing Yourself

September 14, 2020

Buyer Personas Can Over-Complicate Your Marketing

The promise of the digital age was a more accountable marketing spend. Yes, maybe it would be more complicated because there were more available venues, but we could deploy our […]

Marketing, Marketing Yourself

July 24, 2020

Hitching Your Software Engineering Firm’s Positioning to a Platform

I advise and write for the advertising, marketing, creative, design, digital, public relations/affairs, software engineering, and all the little nuances in-between. A small but increasing percentage of these digital firms […]

Digital, Expertise, Managing Clients, Marketing, Marketing Yourself

June 25, 2020

Deal Flow: What Helps You Sleep at Night

Back when I owned a firm, there was one single thing I worried about more than anything else: having enough business to keep my team busy. I figured I could […]

Growing Your Business, Growth, Marketing, Marketing Yourself

May 28, 2020

Why the Work of Creatives, Marketers, and Digital Experts is Unregulated

At some point I probably won’t be allowed to think out loud anymore, but until they pry this 16″ MacBook away from me (or you unsubscribe), I’m going to keep […]

Clients, Expertise, Managing Clients, Marketing, Marketing Yourself, The Work

May 3, 2020

Is Now A Good Time To Rip That Band-Aid Off?

Nearing the end of a substantial advisory engagement, some clients ask me how to implement the changes that we’ve agreed on together. There’s no doubt about what needs to be […]

Benchmarking, Clients, Developing Processes, Finance, Management, Managing Clients, Managing People, Marketing, Marketing Yourself

April 23, 2020

What You Can Be Certain About When There’s Uncertainty Everywhere

One of the most challenging aspects of leading in a time like this is the uncertainty. Should I cut staff? What impact will government assistance have on my decisions? When […]

Benchmarking, Clients, Developing Processes, Finance, Management, Managing Clients, Managing People, Marketing, Marketing Yourself

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