Woulda, Coulda, Shoulda

Woulda, Coulda, Shoulda

“This game’s very simple. You block, you tackle, you win. If you don’t, you lose.”  —Andy Easton Every Fall at the start of football season, my teammates and I would recount the prior season’s team strengths and playoff performance. Inevitably the conversation...
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...
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...
Don’t Beg, Don’t Babysit

Don’t Beg, Don’t Babysit

By the end of my first decade in professional services, I had reached a point where I was able to delineate between serious business people and time wasters. As a result, I had developed a mantra when working with practice leaders, partners, and peers, “I don’t beg; I...
10 Reasons Why Partners Don’t Understand Marketing

10 Reasons Why Partners Don’t Understand Marketing

One of my more popular and controversial blog posts is “Why Your Marketer Doesn’t Understand Your Firm’s Business.” The title alienates marketers before they get to the first sentence. It satisfies partners because it recognizes what they might think but would never...
Where Do You Hire the Best Professional Services Marketers?

Where Do You Hire the Best Professional Services Marketers?

Planning on hiring a marketer? Finding the right person for the job can be a challenge any time you hire, so I’m going to make this easier for you. If you’re a firm that belongs to the Growth Marketing School of Thought, then don’t look for a great marketer at another...
The Purpose of a Leader

The Purpose of a Leader

In my 20 years working with some of the world’s top professional services firms, I have seen firms fly high and I have watched firms crash and burn. All the firms had highly educated people, great client relationships, and money coming in the door, but so many of them...

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