by Jeff McKay | Culture, Growth Strategy
Aligning Sales and Marketing in professional services–in any industry for that matter–is a perpetual challenge. If you spend time in either function, you know what I’m talking about. Marketing blames Sales for not following up on the leads they share. Sales says the... by Jeff McKay | Culture, Growth Strategy
If you find yourself in a partner meeting having achieved consensus on a strategic choice without blood and guts having been spilled on the conference table, then you have probably not made a strategic choice. Professional services firms don’t build consensus... by Jeff McKay | Business Development, Culture
A firm’s reputation begins taking form the moment one of its employees begins interacting with a prospect. A sales meeting is one of the first and most important interactions because prospects understand that “how a firm sell me is how they will serve... by Jeff McKay | Culture, Prudence
If your career with your firm ended today, would you be satisfied with the life you have led and your work’s contribution to it? That’s a big question. AND, perhaps one you might answer differently on a given day. Take a minute, look... by Jeff McKay | Culture, Marketing Leadership
“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... by Jeff McKay | Culture, Marketing Leadership, Prudence
“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... by Jeff McKay | Culture, Prudence
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... by Jeff McKay | Culture, Prudence
Question six takes us out of the firm’s mindset and into our own mind and asks us the powerful question: Am I clear on who I am being called to become? Can I become that person in this firm? This is the first and most important question a prudent leader asks him or... by Jeff McKay | Culture, Prudence
In my last post on the 10 Questions Prudent Firms Ask Themselves, I addressed Question 2 What are our goals? I outlined a continuum of 3 types of organizations and how a firm’s worldview shapes whom it serves, why, and how. Does the firm serve Shareholders, a broader... by Jeff McKay | Culture, Prudence
In my last post, I began a series on the 10 Questions Prudent Firms Ask Themselves. Question 1: Who do we want to become? asks us to order our lives because our lives are shaped by what we live for. Question 2 now asks us What are our goals? in order to declare and...
