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June 4, 2023

How To Run Your Firm In Uncertain Times

I’ll talk with 3-4 prospective clients and 15-20 clients every week, and I like to ask them how things are going. I also try to stay in touch with larger […]

Benchmarking, Clients, Developing Processes, Management, Managing Clients, Managing People

May 20, 2023

Incongruities Of What We Say...and Do

Okay, let’s have a little fun. But let’s do it at your expense, and not mine. That’ll be even more fun! Picture this. You finally go to the dentist, reluctantly. […]

Clients, Expertise, Management, Managing Clients, Managing People, Marketing, Marketing Yourself

May 14, 2023

Pros + Cons of Having a Partner

I’m collecting stories from my career, and when I can’t get fired anymore, I’m going to write them up (anonymized, of course). One of the funniest was years ago in […]

Management, Managing People

May 8, 2023

The Two Main Reasons Your Firm May Not Be As Profitable As You'd Like

I don’t think I need to spend much ink supporting the idea of making a profit. A hobby costs you money, a job delivers a fixed amount of money for […]

Benchmarking, Clients, Developing Processes, Finance, Managing Clients, Marketing, Marketing Yourself

April 30, 2023

Five Questions Your Salesperson Should Be Able To Answer

Many factors yield a successful new business strategy. A few of those include: A positioning where you are not easily interchangeable. A sufficiently large addressable market. A clear, defensible point […]

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

April 23, 2023

Weave Your Past Experience Into One (Of Many) Options for Success

You should not feel trapped by your career success. I harbor this core belief that’s likely to strike you as pretty odd, but I hope you’ll let me explain: You […]

Expertise, Growing Your Business, Growth, Management, Managing Clients, Managing People

April 17, 2023

Four Penultimate Signals To Watch For

To be frank, part of the reason I’m writing this article is because I just love that “penultimate” word. It means “second to last”, which means that there’s just one […]

Management, Managing People, Succession, Succession and M&A

April 10, 2023

Different Ideas For Your Website

I probably wouldn’t look at so many websites of potential clients except that I enjoy doing that, right before I get on the phone with them. Sometimes I’ll then reference […]

Marketing, Marketing Yourself, Processes

April 2, 2023

When Do You Need To Bring In A CFO?

A better opening question might be “Do you need a CFO?” We frequently get different forms of this question, and the answer is nuanced. A Chief Financial Officer (CFO) is […]

Benchmarking, Developing Processes, Finance

March 26, 2023

You Wanna Be A Timeshare? Or Earn Client Loyalty?

I’m going to talk out of both sides of my mouth in a short note today. On the one hand, if/when you ever go to sell your firm, the buyer […]

Clients, Managing Clients

March 18, 2023

What Buyers Are Looking For

M/A activity seems to be picking up a bit, and so this is a good time to review what most buyers are looking for. I say “most” because there’s always […]

Clients, Developing Processes, Finance, Managing Clients, Marketing, Marketing Yourself, Succession, Succession and M&A

March 5, 2023

How to Talk About Scope Creep

Managing scope creep is as much fun as arguing with your conspiracy-prone cousin at the Thanksgiving table, but not managing it well is the surest way to lose money, and […]

Clients, Developing Processes, Finance, Managing Clients, Processes, The Work

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