Insights

Insights

  • Adapting to a Modern Workforce

    Read more: Adapting to a Modern Workforce

Books

  • Selling Your Professional Service Firm

    A Primer

    Buy Now
  • Secret Tradecraft of Elite Advisors

    Secret Tradecraft of Elite Advisors

    Covert Techniques For A Remarkable Practice

    Buy Now
  • Financial Management of a Marketing Firm

    Financial Management of a Marketing Firm

    A Manual

    Buy Now
  • The Business of Expertise

    The Business of Expertise

    How Entrepreneurial Experts Convert Insight to Impact + Wealth

    Buy Now

Articles

  • Should Your Marketing Follow a Playbook?

    The next wave of effective professional service marketing is going to be driven by authenticity (wrapped around a desire to really help people). All the marketing forces around us are […]

    Read more: Should Your Marketing Follow a Playbook?
  • The Ladder of Lead Generation

    I’ve learned a lot of things by co-hosting the 2Bobs podcast that Blair Enns and I do together. Each episode, whether I’m the one interviewing or being interviewed by Blair, […]

    Read more: The Ladder of Lead Generation
  • Don’t Be Too Cautious…or Too Reckless

    I always find it fascinating to see how different principals approach “margin of error” in running their firms. I know some who never want a client bigger than ten percent […]

    Read more: Don’t Be Too Cautious…or Too Reckless

Episodes

  • Blair sees high price anchors everywhere—from buying a suit to ordering a burger. So what factors should creative firms keep in mind as they use anchoring in selling their service options? And […]
  • Following up on the recent episode on whether you should be considering that offer to sell your firm, David provides four questions to get answered, two documents to sign, and a short […]
  • The more unexpected the metaphor, the more information it carries. Blair has four less-obvious metaphors to give you access to entire playbooks in just four words when selling your expertise.   LINKS […]
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