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Managing People
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Succession and M&A
Developing Processes
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 […]
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: What Outsiders Think of Us
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 […]
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: Why To Get A Valuation Now
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 […]
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: Rethinking the Incentive Structures at Your Firm
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 […]
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: M&A Dictionary of Common Terms
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 […]
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: Cold Outreach Can Be A Great Research Tool
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 […]
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: Marketing is Essentially about Fame
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 […]
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: How Your Hiring Strategies Change
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 […]
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: Balancing the Short- and Long-Term
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 […]
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: Early Onset Indifference
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 […]
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: Expertise Is Mainly About Asking Great Questions
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 […]
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: Account Managers and Strategy
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 […]
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: Putting Your Own Oxygen Mask On First
Management
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