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Managing People
Managing Clients
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Succession and M&A
Developing Processes
September 25, 2022
The Impact of Pricing: Waterfall vs. Agile
One of my favorite things about this consulting world is that I get to see the connection between the advice and the results. In other words, I get to verify […]
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: The Impact of Pricing: Waterfall vs. Agile
Marketing
,
Marketing Yourself
,
Processes
September 18, 2022
One Simple Benchmark...That No One Seems To Use
I’ve worked hard to establish performance benchmarks for firms in this space. Some examples of that effort: Today I want to extract one element of that model to help you […]
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: One Simple Benchmark…That No One Seems To Use
Benchmarking
,
Developing Processes
,
Finance
September 4, 2022
Seeing The Big Picture vs. Too High and Too Low
My revenue dropped 28% from one year to the next. And instead of rebounding the next year, it dropped another 29%. So two years on, my revenue dropped by about […]
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: Seeing The Big Picture vs. Too High and Too Low
Growing Your Business
,
Growth
,
Management
,
Managing People
August 28, 2022
Why The Heck Does Everyone Want To Be Like IDEO?
I talked about something in my fifth book, and it’s something that I find amusing and infuriating at the same time. And that’s our industry’s obsession with IDEO. It’s frustrating […]
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: Why The Heck Does Everyone Want To Be Like IDEO?
Expertise
,
Managing Clients
,
Marketing
,
Marketing Yourself
August 21, 2022
The Selection Bias That Might Be Leading You Astray
There’s an interesting phenomenon related to how you see yourself in relation to competitors, and it makes me smile. I do the same thing, so I’m addressing this to myself, […]
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: The Selection Bias That Might Be Leading You Astray
Clients
,
Expertise
,
Managing Clients
,
Marketing
,
Marketing Yourself
August 17, 2022
Why Most Firms In This Space Are "Owner-Operators" And What That Means
Why are there virtually no outside investors in this space? You know, people who want to invest in a firm without actually running it? And what are the implications of […]
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: Why Most Firms In This Space Are “Owner-Operators” And What That Means
Management
,
Managing People
,
Succession
,
Succession and M&A
,
The Work
August 2, 2022
Managing the "Deliverables" Dance
First, can we all agree that “deliverable” is a terrible concept? This will come up early, too, in your discussions with a prospect. I hear questions about them so much […]
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: Managing the “Deliverables” Dance
Managing Clients
,
Marketing Yourself
July 31, 2022
Losing Graciously...Even While Being Intensely Competitive
Success requires that you try a lot of things. Trying a lot of things means you’re going to lose. A lot. If you don’t lose gracefully, you’ll be burning many […]
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: Losing Graciously…Even While Being Intensely Competitive
Marketing
,
Marketing Yourself
July 17, 2022
Let's Talk About Case Studies
There are so many instinctive aspects of the new business process. At some point, the prospective client is likely to ask you for: This request for case studies has me […]
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: Let’s Talk About Case Studies
Expertise
,
Managing Clients
,
Marketing
,
Marketing Yourself
,
Processes
July 11, 2022
The Root Causes of Unprofitability
Okay, your firm isn’t profitable…or maybe not as profitable as you’d like. This article is for you. I hope you can read this as more “thorough” than “pedantic” because that’s […]
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: The Root Causes of Unprofitability
Benchmarking
,
Developing Processes
,
Finance
June 26, 2022
Why You Should Probably Be Putting More Things In Writing
For some people, talking things out is how they clear the fog. They “think out loud”. You may be within earshot, but your perspective isn’t all that necessary. You’re just […]
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: Why You Should Probably Be Putting More Things In Writing
Succession
,
Succession and M&A
June 20, 2022
Why the EBITDA Multiple Is Useful...But Incomplete
One of the questions I get asked a lot—and it’s a question that almost always makes me smile—goes something like this: “Hey, what’s the going EBITDA multiple for a firm […]
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: Why the EBITDA Multiple Is Useful…But Incomplete
Succession
,
Succession and M&A
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