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Managing People
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Succession and M&A
Developing Processes
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 […]
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: How Tall A Building Will You Need For Your Elevator Pitch?
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 […]
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: Think Like A Sales Engineer
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 […]
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: Do You Really Need One More Logo On Your Logo Wall?
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 […]
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: Concealing Your Strategic Abilities Inside a Trojan Horse of Doing
Clients
,
Expertise
,
Managing Clients
,
Marketing
,
Marketing Yourself
September 23, 2020
Rats Who Can Swim Will Leave A Sinking Ship First
I consult with leaders all day. Not about leadership, but about the decisions they want to make. Currently I’m working with firms in Minneapolis, Dubai, Portugal, Philly, Wyoming, Australia, London, […]
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: Rats Who Can Swim Will Leave A Sinking Ship First
Growing Your Business
,
Growth
,
Management
,
Managing People
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 […]
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: Buyer Personas Can Over-Complicate Your Marketing
Marketing
,
Marketing Yourself
September 1, 2020
Clarifying How You Should View WFH Moving Forward
I wrote an article on work-from-home (WFH) policies before the pandemic hit, and since then I’ve been researching how those recommendations might change moving forward. We recorded an upcoming episode […]
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: Clarifying How You Should View WFH Moving Forward
Benchmarking
,
Developing Processes
,
Finance
,
Management
,
Managing People
August 13, 2020
Financial Statements are Like a Drug Test
I had to give a urine sample last week and I immediately thought about financial statements and drug tests. It’s kind of a natural connection. So I sent an email […]
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: Financial Statements are Like a Drug Test
Benchmarking
,
Developing Processes
,
Finance
,
Management
,
Managing People
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 […]
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: Hitching Your Software Engineering Firm’s Positioning to a Platform
Digital
,
Expertise
,
Managing Clients
,
Marketing
,
Marketing Yourself
July 20, 2020
Putting a Final Nail in the Timekeeping Coffin
Is there anything your team hates more than timekeeping? I didn’t think so. I haven’t recorded my time in 26+ years, which reminds me that the worst offenders are always […]
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: Putting a Final Nail in the Timekeeping Coffin
Benchmarking
,
Developing Processes
,
Management
,
Managing People
,
Processes
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 […]
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: Deal Flow: What Helps You Sleep at Night
Growing Your Business
,
Growth
,
Marketing
,
Marketing Yourself
June 15, 2020
Trading One Boss for Twenty
You’re really busy. At least that’s what I hear. There might be some tougher times ahead, but you made some early adjustments and now the slimmed down crew is just […]
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: Trading One Boss for Twenty
Clients
,
Growing Your Business
,
Growth
,
Management
,
Managing Clients
,
Managing People
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