How to Present to Executives

Over my career, I have received, given or simply observed thousands of briefings, pitches, and proposals. There is a clear delineation between effective and ineffective...

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How to Present to Executives

How to Present to Executives

Over my career, I have received, given or simply observed thousands of briefings, pitches, and proposals. There is a clear delineation between effective and ineffective presenters and business-development winners and losers. If you want to be an exceptional marketer...

Ready to Change

Ready to Change

In the past, I've manned a suicide hotline. I've worked with troubled youth. I've spent time around 12-Step programs. Today, I work as a grief counselor. I have received much training to prepare me for each of these roles.  I’ve been taught to listen, to ask...

Taking the Path of Least Resistance

Taking the Path of Least Resistance

Human beings love the path of least resistance. We want the easy route to success, fame, wealth or power. Time and effort are for chumps.   Managing partners want a brand like Apple. Practice leaders want super-charged growth—today. Business developers want...

Identifying Market Opportunities

Identifying Market Opportunities

A growing number of Americans self-describe as “spiritual, not religious” or have given up on God and religion altogether. In fact, several empirical studies show that America is becoming less religious. For example, Pew Research shows that the Christian population...

The Generous Act of Marketing

The Generous Act of Marketing

For the past 20 years, the B2C marketing profession has been moving in the direction of professional services. These consumer-focused companies are finally learning what professional services firms have known for decades—dare I say centuries. Sales and Marketing are...

Creating an “Umbrella” Brand: Brand Mistake No. 10

Creating an “Umbrella” Brand: Brand Mistake No. 10

“Master brand” is a term used frequently in professional services.  A master brand allows a firm to present itself under a single moniker, one visual identity, one value proposition, and one tagline. Either no sub-brands exist or those that do are properly subservient...

Lessons from a Life in Marketing Leadership

Lessons from a Life in Marketing Leadership

This past week I said, “Happy retirement!” to the best manager and leader with whom I have ever had the pleasure to work, Nancy Pechloff at Andersen. I refer to my time working with her as my “karate kid” days. The things she taught me have become such a part of who I...

We Suck Less

We Suck Less

Imagine being a CMO or agency partner proposing this tagline and positioning statement to a managing partner or group of practice leaders:   “We Suck Less.”   How do you think that idea would fly in the boardroom? Would you want to use it for your firm? Do...

The Best Marketing Job in the World

The Best Marketing Job in the World

On the latest Rattle and Pedal podcast, Jason Mlicki and I wrapped up a series on “Stupid Sh*t Marketing Should NOT Do” and how professionals could move from checking boxes off that list to, instead, checking boxes off of my list of “Smart Sh*t Marketing Should Do.”...

Your Most Common Misperception

Your Most Common Misperception

Whether working with a client or hiring a new marketing team member, there is a single question that tells me most of what I need to know to help a client or hire a team member. Before you read any further, write down the answer to these questions: 1. What is the most...

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