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March 7, 2019

Transitioning Prospect from Sales Person to Account Manager

The transition from new biz to account management is critical. I’ll explain how and when it should happen and then highlight the three problems you’ll have if it’s not managed […]

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

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

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 […]

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]: I’m […]

Expertise, Managing Clients, Marketing, Marketing Yourself, Processes

November 12, 2018

Launch Your Career as a Podcast Guest

A public speaking career is one of the six classic “upper third” options available as you climb the lead generation ladder, but a recent shift has made it more accessible […]

Marketing, Marketing Yourself

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 24, 2018

Don't Be a Bug on the Implementation Windshield

Implementation is essentially knocking things off someone else’s “to do” list. Strategy determines what should be on that list, and those decisions are upstream of implementation. And it’s where the […]

Clients, Expertise, Growing Your Business, Growth, Managing Clients, Marketing, Marketing Yourself, The Work

August 10, 2018

Are You in Charge...or Just Feeding the Machine?

Businesses like yours grow, and then they take on a life of their own. You invent and create the robot (your business) and then the robot learns new tricks, settles […]

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

July 15, 2018

Using Prospective Client Orientation as a Marketing Tool

We’re going to explore the creation of your own client orientation tool. Before you decide that this might not be interesting enough to read, consider passing it along to a […]

Clients, Management, Managing Clients, Managing People, Marketing, Marketing Yourself, Processes

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