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June 13, 2019

Give New Clients An Early Win

In a world where there are fewer traditional, tactile deliverables, we need to rearrange our thinking about what we’re doing for clients. I want to suggest two specific things. First, […]

Clients, Managing Clients, The Work

June 6, 2019

Are You A Hypocritical Advisor?

Growing up in Guatemala, we used to get in the 4WD vehicle every three months and head to the big city, leaving the little Mayan village of San Miguel Acatán […]

Clients, Expertise, Managing Clients, Marketing, Marketing Yourself

May 30, 2019

Entrepreneurs “Undertake” Things in Small Steps

Most of my work life has consisted of many small steps toward an elusive goal. I’m on a greyhound race track and I know I’ll never catch the mechanical rabbit, […]

Expertise, Management, Managing Clients, Managing People, Processes, Roles

May 2, 2019

Pretend That You’re An Advisor to In-House Departments

I’ve been looking forward to penning this article for a long time because it unearths some valuable insight that used to be a part of my consulting practice before I […]

Clients, Managing Clients

April 25, 2019

How Client-Side In-House Departments Are Changing

This is a three-part series about how the changing landscape in in-house departments is impacting your firm. We’ll look first at what’s happening in the larger landscape, and then we’ll […]

Clients, Managing Clients

April 18, 2019

Why Monthly Recurring Revenue (MRR) Arrangements May Not Be Ideal

Though I’ve been dropping passive-aggressive hints trying to undermine this movement to MRR for twelve years, I’ve never written a logical insight piece on why. To clarify, MRR is the […]

Clients, Developing Processes, Finance, Managing Clients, Processes

April 11, 2019

What the Present Future Holds

A lot of things have changed in our field, but I’ve never been more optimistic about our future as an industry. Success is here for the taking, my friends. Let’s […]

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

April 4, 2019

Masking Rot Just Under the Surface of Your Creative Enterprise

I set my vibrating Apple Watch to go off at 5:00a today. That’s when the local landfill opens, and I wanted to get there before all the huge trucks line […]

Developing Processes, Finance, Growing Your Business, Growth, Management, Managing People

March 27, 2019

Eight Important Gauges On Your Financial Dashboard

In your mind, list all of the important metrics you’d like to track about your agency. Now tie each metric to one specific gauge, and your financial dashboard might look […]

Benchmarking, Developing Processes, Finance

March 20, 2019

Are You the Kid…or the Adult…in the Boxed Cereal Aisle?

If your young daughter is screaming in the boxed cereal aisle, maybe you can defer the whining until you get to the checkout line in 11 minutes, but good luck […]

Benchmarking, Developing Processes, Expertise, Growing Your Business, Growth, Management, Managing Clients, Managing People, Roles, Succession, Succession and M&A

March 13, 2019

Ten Secrets to Being the Very Best Order Taker You Can Be

I’ve had a front-row seat to some of the very best order takers in the business, and it’s time I shared these secrets with you, too. With a little hard […]

Clients, Expertise, Managing Clients

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

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