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October 27, 2024

What Outsiders Think of Us

When you’re inside an industry, like readers of this weekly missive certainly are, you forget how weird that industry can look to outsiders. That alternative perspective is something that we […]

Clients, Expertise, Management, Marketing

October 20, 2024

Why To Get A Valuation Now

Some firm owners are under the impression that you should only get a valuation when a sale is imminent. By definition, a valuation is a point-in-time look at the value […]

Succession

October 13, 2024

Rethinking the Incentive Structures at Your Firm

While it wasn’t a huge audience who heard the speech at Harvard in 1995, what Charlie Munger shared that day spread very quickly. It got picked up and reshared by so many […]

Managing People

October 6, 2024

M&A Dictionary of Common Terms

One-half of our work is in the M&A space: buy- and sell-side searches, valuations, negotiations, due diligence, etc. So from time to time I’m going to slip some M&A articles […]

Succession and M&A

September 29, 2024

Cold Outreach Can Be A Great Research Tool

When you plot every possible new business tactic on a ladder of lead generation, you might put a book or a TED talk at the top, and an intern wearing […]

Marketing

September 20, 2024

Marketing is Essentially about Fame

The illustration depicts the many roads to Rome, but Rome, in this case, is fame. And being known by the right people at the right time for the right things […]

Growing Your Business, Marketing, Marketing Yourself

September 15, 2024

How Your Hiring Strategies Change

What got you here—in terms of your approach to staffing—won’t get you there. There are some staffing strategies that are absolutely the right choice in the early days, but they […]

Management, Managing People, Roles

September 8, 2024

Balancing the Short- and Long-Term

I write a bunch about the healthy tensions that keep us on the road—not in the middle of the road—and out of the ditches on either side. And the distinction between short- and long-term thinking is […]

Management, Marketing

September 2, 2024

Early Onset Indifference

If you’re interested in one day selling the firm you’ve created and built, how do you know when you’ve maximized your potential and thus the likelihood of success in finding […]

Succession and M&A

August 18, 2024

Expertise Is Mainly About Asking Great Questions

One of the biggest misconceptions you’ll have on the way to delivering expertise is the notion that you need to have all the answers. How We Normally Deliver Expertise We […]

Expertise

August 11, 2024

Account Managers and Strategy

I’m a huge fan of the account management function, which is why we do a huge annual conference on the subject every March. We’ve also covered how to understand account managers in […]

Managing Clients

August 4, 2024

Putting Your Own Oxygen Mask On First

Imagine that you grew up in a remote village and had never been on an airplane. Maybe you hadn’t even seen one before, either, so everything was new. You also […]

Management

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