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October 31, 2022

Don’t Count On Anyone Discovering You

There are thousands of supremely talented but “undiscovered” greats in this field that you and I love, and maybe you’re one of them. Sometimes I wonder why I’m not more […]

Expertise, Managing Clients, Marketing, Marketing Yourself, The Work

October 17, 2022

Disappointment And Hope Are Both Critical Components of Leadership

I’m so excited to see nearly 200 of you in Atlanta in a week for the reprise of our Mind Your Own Business Conference. It’s been sold out for weeks, […]

Growing Your Business, Growth, Management, Managing People

October 2, 2022

How To Attack A Valuation That You Think Is Too Low

We have done hundreds of valuations, and the reasons for getting one are all over the place: Sometimes—though not usually—the process can turn adversarial, in which case we’ll move into […]

Developing Processes, Finance, Succession, Succession and M&A

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 […]

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 […]

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 […]

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 […]

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, […]

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 […]

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 […]

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 […]

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 […]

Expertise, Managing Clients, Marketing, Marketing Yourself, Processes

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