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...
Fear and Life Inside the Professional Services Firm

Fear and Life Inside the Professional Services Firm

Let’s take a little test about an unseen driver of your firm’s culture and performance.
I am going to give you a list of adjectives that describe you. When you get to one that puts a lump in your throat, makes you sigh, or triggers you to …

Why I am Building a New Firm

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...

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...
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...
Prudent Decision-Making

Prudent Decision-Making

St. Ignatius of Loyola said, “Prudence has two eyes, one that foresees what one has to do, the other that examines afterword what one has done.” Ignatius, was the founder of the Jesuits, an order of Catholic priests. He was born in 1491, of a family of minor nobility...

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