Growth Strategy, Marketing Strategy
The majority of strategic failures in professional services firms do not stem from inadequate execution discipline. They arise from a more fundamental error: leaders make commitments in markets where the firm has no earned relevance and introduce offerings that lie...Growth Strategy, Marketing Strategy
Setting market strategy in professional services Most professional services CEOs believe they own the firm’s strategy. They assume that defining the future, setting priorities, and allocating resources rests squarely in their domain. Yet in practice, many quietly...Growth Strategy, Marketing Strategy
There comes a point in every firm’s journey where the harder you work, the less progress you make. You’re adding headcount, launching campaigns, chasing trends, and yet the gap between effort and results widens. It feels like pedaling harder into a headwind that won’t...Brand Strategy, Marketing Strategy
A few weeks ago, I asked ChatGPT a simple question: Is there a patron saint of marketers or consultants? It was half curiosity, half spiritual experiment, an idle wondering born from the intersection of work life, spiritual life—and the need for help. What I found, of...Growth Strategy, Marketing Organization, Marketing Strategy
Introduction: The Impact of AI through the IC Triad Lens AI is changing how professional services firms think, sell, and deliver. But unlike so many posts celebrating productivity hacks and prompt libraries, this one tackles the deeper question: What kind of firm will...Brand Strategy, Marketing Strategy
Most professional services firms talk about thought leadership as if a blog post or white paper will set them apart. In reality, standalone thought leadership alone rarely drives superior growth. At best, it generates visibility. At worst, it adds to the market noise....FCMO, Marketing Organization, Marketing Strategy
Jon Miller, cofounder of Marketo and Engagio, recently argued that the rise of Fractional CMOs is exacerbating B2B marketing’s short-termism. His concern: if marketing’s most important work plays out over years, not quarters, how can part-time executives, when...Growth Strategy, Marketing Strategy
Every CEO of a mid-sized professional services firm eventually faces the question: How much should we invest in sales and marketing to achieve real growth and market leadership? The answer isn’t a fixed percentage or a one-size-fits-all formula. It depends on...Business Development, Growth Strategy, Marketing Strategy
Every professional services firm faces a moment of reckoning: when growth stalls. To turn the lead spicket on, you increase outbound efforts. You double down on LinkedIn ads. Maybe you start a new thought leadership campaign. But the leads trickle in, the pipeline...