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September 4, 2023

How Good Clients Can Change Your Life

I’ve been thinking about great clients, these days, and they frequently come to mind when they are harder than ever to find. During tougher times (which the industry seems to […]

Clients, Managing Clients

August 27, 2023

Building a Personal Firm...or an Institution

There are several models for running a firm, and before noting two of them, I want to make clear that one isn’t better or more advanced than the other—just different. […]

Growing Your Business, Growth, Management, Managing People

August 17, 2023

Leading During Difficult Times

Some firms are doing really well. Some firms are about ready to close up shop. But the vast majority are just in the ugly middle: not terrible, not great, and […]

Developing Processes, Finance, Management, Managing People, Marketing, Marketing Yourself

August 12, 2023

How Much Time + Money To Spend On Your Own Marketing

I’m going to try to answer that question, but I just need to tell you up front that it’s a complicated issue, for these reasons: Some of the big expenses […]

Benchmarking, Developing Processes, Marketing, Marketing Yourself

August 6, 2023

The Interplay Between Purpose-Driven Affinity and Expertise

I started noticing something about two years ago, but it was significant enough that I didn’t want to be wrong, so I just watched it develop until it was clearly […]

Clients, Expertise, Managing Clients, Marketing, Marketing Yourself

July 31, 2023

How a Great Referral Strategy Helps Service Offering Design

Picture this for a minute. You look at all the service offerings you make available to clients and all of a sudden it looks more like a Luby’s Cafeteria than […]

Clients, Managing Clients, Marketing, Marketing Yourself, Processes, The Work

July 24, 2023

Treating Ourselves As Professionals or Amateurs

In high school, I ran two marathons and one one-half marathon. I also ran the 2-mile in track, as well as cross-country every fall in the mountains of North Carolina. […]

Management, Managing People, The Work

July 17, 2023

Reimagining Your Leadership Team

An executive team or leadership team (I’m going to use the phrases interchangeably) makes perfect sense. Each of the members represents a key leader of an important segment of the […]

Management, Managing People, Processes, Roles

July 9, 2023

Some Tensions Are Actually Healthy

As humans, we instinctively attempt to reduce tension—especially in relationships. Unresolved tensions create stomach acid, introspection, and all kinds of tension-easing strategies, most of which are not in your long-term […]

Management, Managing People, Processes

June 25, 2023

A Checklist for Responsible Growth

I can’t imagine why growth in revenue isn’t good, as would be growth in your expertise and capabilities. But I think we should be a little more neutral about growth […]

Growing Your Business, Growth

June 19, 2023

Quit Overthinking Your Own Content Plan

It would be a mistake to imagine that your own self-doubt is unique, thinking that the people who share things publicly are more self-confident or less fragile. I’ve never measured […]

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

June 12, 2023

Should You Be Present, Prominent, or Dominant?

I decided to write this article four years ago and I have made zero progress on it until today. But its continued presence in my “ready to write” folder is […]

Clients, Expertise, Growing Your Business, Growth, Management, Managing Clients, Managing People, Succession, Succession and M&A

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