Latest posts
The 3-in-1 Drivers of Brand Preference
Attributes that drive brand preference are akin to biblical laws. The Old Testament laws numbered 613. When Jesus was asked which of the laws was most important, he consolidated them all down to one; “Love the Lord your God with all your heart and with all your soul...
How to Make Smart Decisions in a Professional Services Matrix
Making smart growth decisions in a professional services culture can be difficult, even more so with a complex matrix structure. Confusion often reigns in firms about who makes decisions that affect a firm's growth. Is it the leadership team, practices, geographies,...
Marketing Strategy or Marketing Calendar: How to Tell the Difference
As firms finalize accounting of last year’s performance, sort through bonuses and deliver employee reviews, partners are turning their sights to this year’s revenue bogey. Many are wondering where the revenue is going to come from and turning to their marketing...
The Unnatural Act of Cross-selling Professional Services
by Jeff McKay and Ted Harro The whiz kids from your expensive strategy consultant will often tell you that cross-selling is the solution to a professional services firm’s growth challenges. “If clients like and trust your tax, they will like your IT...
How to Make Strategy Live When You’re Not in the Room
Quick. Tell me the strategy of your organization. For bonus points, tell me how your team and your role fits into that strategy. And how it affects your actions each day, especially in terms of what you choose NOT to do as a result of the strategy. If you’re like most...
Do You Have High Expectations for Your Marketing Team?
With year-end approaching, many organizations are beginning their requisite employee evaluations. While evaluations are intended to provide fairness, paper trails, and opportunities for "improvement," they are of limited value in either helping marketers become...
4 Steps to Align Buying and Selling Mentalities
My marketing education began before kindergarten, but I "officially" began working in my family’s auto parts business when I was thirteen years old. By working in our company’s many stores over the years, I came to appreciate the business, our employees and our...
The Marketing Brochure and the Peter Principle
When a prospect asks for a brochure, what is s/he really saying? “Wow! I really love what I am hearing. I want to share your brilliant solution with my colleagues. But, there is no way I could articulate your sales pitch as well as you. I need a brochure to do it for...
When It’s Time to Reinvent the Firm
At some point, the capability, service or consulting model that built your brand becomes commoditized, trite or simply out of fashion in the business world. You have stopped growing and redesigning your logo isn’t going to fix it. It happened to actuaries at the HR...
Why Top Firms Share Good, Bad and Ugly Client References
Why do firms only give out good references? Before making most purchases—large or small—I do my research. Amazon, Yelp, REI, Angie’s List and retail sites all give me opportunities to read client references. When I read reviews, I first read the five-star reviews and...
The Quest for the Perfect Professional Services Tagline
Professional services leaders and marketers often look at B2C companies as the yardstick for branding and taglines for their own firms. Nike, Apple, and Coca-Cola are brands that often come to mind. We are familiar with them all and have probably been “inspired” by...
Integrity Test
I was in a meeting recently where a leadership team was grappling with their long-term direction. They’re doing what many leadership teams must do – trying to discern how to kick-start growth in their business. It complicates things that they work in the healthcare...
LISTEN to the Only Podcast Addressing “The BS of PS”
Rattle and Pedal, hosted by Jeff McKay and Jason Mlicki, offers divergent thinking on growing professional services firms. Be prepared for an unorthodox exchange on life in professional services.
Your Co-hosts
Jeff McKay
Founder and CEO
Prudent Pedal
Jason Mlicki
Principal
Rattleback
Latest episodes
- Building a Leaner, Smarter Marketing Organization for the AI Era with Bri Jones
How do you build a marketing team for the AI era? Stitch VP of Marketing Bri Jones shares how a lean team, business context, generalists, and smart AI investments are reshaping marketing. The post Building a Leaner, Smarter Marketing Organization for the AI Era with Bri Jones appeared first on Rattle and Pedal.
- The Future of the Marketing Organization: What Should Firms Build Now?
What should the marketing organization of 2030 look like? Jeff and Jason launch a research series exploring how AI, talent, client experience, and strategy will reshape marketing. The post The Future of the Marketing Organization: What Should Firms Build Now? appeared first on Rattle and Pedal.
- Why Every Professional Services Firm Needs a Better Story with Stephen Steers
Why do some firms stand out while others blend into the crowd? Stephen Steers joins us to explore how storytelling builds trust, differentiates firms, and drives business growth. The post Why Every Professional Services Firm Needs a Better Story with Stephen Steers appeared first on Rattle and Pedal.
- Selling Belief with Mat Zucker from Prophet
In an AI-driven world, expertise alone isn’t enough. Jeff, Jason, and Mat Zucker explore why professional services firms must move beyond trust to build buyer belief and win more business. The post Selling Belief with Mat Zucker from Prophet appeared first on Rattle and Pedal.
- Demystifying Case Studies: Why Most Firms Get Them Wrong
Most professional services case studies fail to influence buyers. Jeff and Jason explore the biggest myths and explain how to create stories that build trust, reinforce positioning, and win business. The post Demystifying Case Studies: Why Most Firms Get Them Wrong appeared first on Rattle and Pedal.