What Is Simpatico And Why Is It Important?

Why are viewers loyal to CNN, NPR, or Fox News? Why do our Facebook and YouTube feeds provide us with a consistent and reinforcing string of posts related to the ones we’ve...

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When Your Market Shifts and Kills Your Strategy

When Your Market Shifts and Kills Your Strategy

How do you know when your market is shifting? It is a fundamental question that should be asked in most firms much more often than it is. Signs that your market is shifting include slowing sales, a remix of your service revenue, declining profitability, changing buyer...

A Marketing Manifesto

A Marketing Manifesto

For four weeks, I have the pleasure of being in Rochelle Moulton’s inaugural Instant Authority program with a group of talented professionals from firms big and small.  The goal of the group is to parlay our talents, experiences, and point of view into a one-of-a-kind...

The Black Eye

The Black Eye

Last weekend, I cross-trained on the hockey rink with my bicycling buddies. After nearly two hours of play, I got tangled up with an opponent and went down. While I was relieved to not need dental work or stitches, I was bloody and bruised. My wife was horrified to...

Tell Me a (Marketing) Story

Tell Me a (Marketing) Story

I am astounded at how asinine marketing stories can be, particularly in the consumer world. The latest marketing story to catch my ire is the Lincoln commercial with Oscar winner, Matthew McConaughey. The commercials have McConaughey riding around in a Lincoln product...

Love and Prospecting

Love and Prospecting

I never take brochures or PowerPoint decks when I meet with firm leaders at prospective clients. Instead, I take two things: a legal pad for taking notes and a book that I leave behind at the close of meetings. The book is not a self-promotional diatribe or even a...

Identifying Your Focus

Identifying Your Focus

Identifying your firm's focus is critical to long-term growth. The most successful firms are clear about who they are, whom they serve, and what value they deliver. An example of leadership, ingenuity, and selfless collaboration In the movie Apollo 13, after the crew...

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