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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

February 26, 2023

Calibrate How Much You Care

Caring too much about something can put you at a distinct disadvantage. Car salespeople know this when they detect even the slightest interest or sense any desperation on your part. […]

Managing Clients, Managing People

February 19, 2023

Whose Advice Should You Listen To?

Picture yourself with a significant, challenging question that you pose to three different people. The advice you get in return is conflicting, but seemingly logical and definitely heartfelt. There’s no […]

Expertise, Management, Managing Clients, Managing People

February 12, 2023

Are You a Personality-Led Firm Or An Institution?

Some firms are personality driven and some are institutional. Normally I’d prefer to wait until I have a fully-formed POV on something before writing about it, but the clarity has […]

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

February 5, 2023

The Message An Undifferentiated Firm Sends

When I have the opportunity to speak from a stage, it’s more of a one-way affair. When I’m working with a single client, it’s a small sample size. But I […]

Expertise, Managing Clients, Marketing, Marketing Yourself

February 1, 2023

How Do You Know When It’s Time to Sell?

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 EBITDA multiple and likelihood of success finding a […]

Succession, Succession and M&A

January 18, 2023

Three Principles of Service Offering Design

There are six modules in our Total Business Reset, and my favorite might be the third, where we work through Service Offering Design (SOD). That’s partly because by that point […]

Clients, Managing Clients, Processes, The Work

January 8, 2023

Avoiding the Growth Trap

Growth is a particularly easy trap to fall into in Western cultures, where phrases like “Protestant work ethic,” “American dream,” and “rags to riches” hammer home the notion that there […]

Growing Your Business, Growth, Management, Managing People

January 1, 2023

What I Think 2023 Will Bring For You

First off, I should start this by saying I have no idea what’s going to happen, but you might take what I think and combine it with your own instincts […]

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

December 21, 2022

Your Clawing Entrepreneurship Needs To Be Balanced With Something Else

I’ve long been fascinated by the idea that some tension is bad (the kind that has you sleeping on the couch) and some is good (the kind that holds up […]

Growing Your Business, Growth, Management, Managing People

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