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Succession and M&A
Developing Processes
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 […]
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: You Wanna Be A Timeshare? Or Earn Client Loyalty?
Clients
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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 […]
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: What Buyers Are Looking For
Clients
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Developing Processes
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Finance
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Managing Clients
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Marketing
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Marketing Yourself
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Succession
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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 […]
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: How to Talk About Scope Creep
Clients
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Developing Processes
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Finance
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Managing Clients
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Processes
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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. […]
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: Calibrate How Much You Care
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 […]
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: Whose Advice Should You Listen To?
Expertise
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Management
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Managing Clients
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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 […]
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: Are You a Personality-Led Firm Or An Institution?
Management
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Managing People
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Succession
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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 […]
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: The Message An Undifferentiated Firm Sends
Expertise
,
Managing Clients
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Marketing
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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 […]
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: How Do You Know When It’s Time to Sell?
Succession
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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 […]
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: Three Principles of Service Offering Design
Clients
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Managing Clients
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Processes
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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 […]
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: Avoiding the Growth Trap
Growing Your Business
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Growth
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Management
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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 […]
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: What I Think 2023 Will Bring For You
Benchmarking
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Clients
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Developing Processes
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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 […]
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: Your Clawing Entrepreneurship Needs To Be Balanced With Something Else
Growing Your Business
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Growth
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Management
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Managing People
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