Why I am Building a New Firm
If you have been reading my blog for some time, you know that one of the key tenets of my growth philosophy is that firms must align their core capabilities, market opportunities, and brand relevance if they want to set a smart growth strategy in motion. Today, we are...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,...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...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...Organizational Dysfunction’s Impact On Growth in Professional Services
Most firms never achieve their growth potential because they neither recognize nor address the fundamental issue limiting their growth-organizational dysfunction.
