Virtuous Leadership in Professional Services

Virtuous Leadership in Professional Services

“Dr. Martin Luther King dreamed of the day when a man would be judged ‘not by the color of his skin but by the content of his character.’”   “What is the ‘content of character’?  It is virtue, or, more precisely, the set of classical human virtues–above...
How to Get Sh*t Done in a BS of PS Culture

How to Get Sh*t Done in a BS of PS Culture

I received an email from a talented, self-described Young Turk marketer named Cannon. He was frustrated, exhausted, and struggling to overcome several onerous Sales and Marketing impediments at his firm. His question had multiple parts, but I’ll address just one here:...
Talk, Talk, Talk, Talk, Talk

Talk, Talk, Talk, Talk, Talk

The BS of PS leads to one common and inevitable outcome in all professional services firms–a lot of TALKING. Firms talk about culture. Firms talk about cross-selling. Firms talk about brand. Firms talk about innovation. Firms talk about rewards. Firms talk about...
Does Your Marketing Team Have Too Many Strategists?

Does Your Marketing Team Have Too Many Strategists?

I often get email questions from my confident readers (i.e. those willing to take the risk of asking) about issues they are facing. The most recent was a great inquiry from Shari, a talented a six-sigma process designer who was asked to get involved in assessing a...
This Blog is NOT Working for Me

This Blog is NOT Working for Me

After 6 ½ years of writing the Prudent Thinking blog, I’ve reached a point that the blog no longer works for me. I need a change and because I’m the boss changes are coming. That may sound selfish. After all, I write to you, my reader.  You’ve faithfully stuck around...
How to Write a Brochure, If You Must

How to Write a Brochure, If You Must

I lament the overuse of marketing brochures as crutches in lieu of purposeful discussions and meaningful client interactions. I simply try to avoid spending marketing time and resources on perfunctory, haughty, worthless marketing collateral.

HOWEVER, if Marketing is going to produce a “brochure,” here is how to write a brochure correctly.

What is Marketing?

What is Marketing?

My wife says that I tilt at windmills when I try to convince the professional services world that Marketing is strategic and more than making things pretty. Alliance partners and business leaders say they have the “strategic stuff” covered. My marketing peers wonder why I expend so much energy and political capital fighting an undefeatable foe.  After all, it’s easier to just ride a horse in the direction it is going.

In the immortal words of John McClane in the movie Die Hard, “Yipee ki yay,…!”

12 Steps to Transform Professional Services Marketing

12 Steps to Transform Professional Services Marketing

Professional services marketing is like no other.

Professionals services firms market complex, intangible solutions to what are big, public, and potentially embarrassing problems. The solutions are bought by the most sophisticated c-level buyers at top companies around the globe.  And, professionals must operate from Byzantine, matrixed systems in one of the most political and contentious ownerships structures, a partnership. 

4 Steps to Buying Martech in Professional Services

4 Steps to Buying Martech in Professional Services

Adobe’s recent acquisition of Marketo had the blogosphere abuzz on what the acquisition means to the martech industry (read here, here, here). Marketo is another in a long list of marketing automation platforms devoured by larger players (e.g. Eloqua, Aprimo,...

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