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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

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: So after marketing delivers those opportunities, it’s the role of sales to: But let’s say that I […]

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

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