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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 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, […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

Clients, Growing Your Business, Growth, Management, Managing Clients, Managing People

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