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Developing Processes

February 26, 2022

The Problem With How Our Industry Understands Project Management

When I do a Total Business Reset of a firm, there are six modules we work through, and one of those is around roles and people and how to structure […]

Developing Processes, Managing Clients, Managing People

February 21, 2022

Be Careful How You Allocate Your “Engagement Units”—They May Not Grow Back

I look back fondly on all of the jobs I had when we had two young kids and I was in grad school for five years, full-time: The money was […]

Clients, Expertise, Management, Managing Clients, Managing People

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

February 6, 2022

How Open Should You Be About Your Firm’s Finances?

We live in different times. Just twenty years ago it wasn’t uncommon for the team to have no idea what the hourly rate was, they weren’t allowed to see proposals, […]

Developing Processes, Managing People

January 26, 2022

Don’t You Dare Go Back To The Way Things Were!

Most of my flying (mostly in a Piper Lance) was from northern Indiana, where we lived in a small town for twelve years. One of the reasons we moved was […]

Management, Managing People

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

December 17, 2021

End of Year Message: Here Comes 2022

This is the last email of the year, but I’ll annoy your inboxes again on Jan 2. In effect, right after you’ve managed to love your life again and see […]

Management, Managing People, Roles

December 9, 2021

You’re A Dictatorship That Gathers Individual Democracies—Good For You

I write this with some trepidation. You’re already overwhelmed with anything that includes certain words: vote, count, absentee, electoral, steal, and so on. But I’m not sure there’s a better […]

Growing Your Business, Growth, Management, Managing People

November 29, 2021

How Your Deepest Fears Might Be Influencing Your Decision Making

Your success as a principal will hinge in large part on the luck of the draw, feeding you opportunity or scarcity that’s out of your control. Aside from that—or more […]

Management, Managing People

November 9, 2021

Moving Upstream in Your Client Work

Greetings from my last trip to the cabin. We’ve enjoyed this isolated spot on the Cumberland Plateau for 13 years. I’m sitting on a bench, right now, looking over a […]

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

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