Building the OPTIMAL Marketing Organization
There is no perfect marketing structure, but there is an optimal structure for your strategy, firm culture, and desired level of investment. This presentation recorded at the Association of Accounting Marketing: Summit 2018 helps you think through the 5 Tough Questions you must answer before building your marketing organization.
Prudent Guides and White Papers
The BS of PS
Your guide to overcoming the roadblocks to growth and legacy in the wonderfully dysfunctional world of professional services.
Growth in professional services is essential. It provides scale, opportunity, strategic options, and wealth. But, pursuing growth for growth sake is the mindset of a cancer cell and it can cost a firm its soul.
You’ve Stopped Growing and Redesigning Your Logo Isn’t Going to Fix It
The capability, service or consulting model that built your brand becomes commoditized, trite or simply out of fashion. All firms reach this place. What distinguishes professional services firms from others is how they see, interpret and transcend what is happening.
Here’s how to get growing again.
Build the Marketing Function that is Right for Your Firm
All firms have different strategies, talent, budgets, and goals. Don’t build a function the way some benchmark says you should.
Build it so it achieves YOUR firm’s strategic objectives.
Are You Allocating Marketing Investments to be Fair or to Drive Growth?
You can’t do both.
This is your guide to a more intelligent and effective way to allocate your precious marketing dollars.
Win the budget battle by being smarter and more strategic—not by being a squeaky wheel.
As a marketing leader, I have helped rebrand some of the world’s top consulting firms. I’ve learned a lot from my mistakes along the way.
The 20 Biggest Brand Mistakes Firms Make (and How to Avoid Them) is written for firm leaders to help you avoid mistakes professional services service firms repeatedly make with one of their most precious assets.
LISTEN to the Only Podcast Addressing “The BS of PS”
Rattle and Pedal, hosted by Jeff McKay and Jason Mlicki, offers divergent thinking on growing professional services firms. Be prepared for an unorthodox exchange on life in professional services.
Jason and Jeff finally agree on something. If you want to be seen as an expert, you have to produce intellectual capital. Writing may not […]
Should Marketing Be at the Leadership Table?
As usual Jeff and Jason disagree. This time over if, and when, a marketer should be a member of a firm’s senior leadership team. The […]
Clients are Stupid!?
Have you ever heard something along these lines said in your firm? Jeff and Jason jump into the many reasons why clients make decisions […]
Do you want to grow faster, be more profitable, and differentiate your company?
Then, identify your ideal client. Identifying an ideal client is the fundamental building block of a profitable, growing business. Some firms wait until they have stopped growing and need to painfully retrench. Others do it when they are king of the hill and have the luxury of excessive demand.
Take the single action that has the greatest impact on your firm
Strategic Marketing Tools
You can’t build a high-performance marketing machine without knowing your starting point. This simple, powerful tool allows you to quickly, cost-effectively create a heat map of your firm’s growth capabilities.
There exists no more powerful and dangerous organizational structure than a matrix. Properly managed, it unleashes innovation, collaboration, client-centricity, and high-performance teamwork. Mismanaged, it is the sand–pebbles, rocks, and boulders–in the gears of the machine. This tool helps you unleash the power of the matrix.
I received an email from a talented, self-described Young Turk marketer named Cannon. He was frustrated, exhausted, and struggling to overcome several onerous Sales and Marketing impediments at his firm. His question had multiple parts, but I’ll address just one here:...
I lament the overuse of marketing brochures as crutches in lieu of purposeful discussions and meaningful client interactions. I simply try to avoid spending marketing time and resources on perfunctory, haughty, worthless marketing collateral.
HOWEVER, if Marketing is going to produce a “brochure,” here is how to write a brochure correctly.
Professional services marketing is like no other.
Professionals services firms market complex, intangible solutions to what are big, public, and potentially embarrassing problems. The solutions are bought by the most sophisticated c-level buyers at top companies around the globe. And, professionals must operate from Byzantine, matrixed systems in one of the most political and contentious ownerships structures, a partnership.
One of my more popular and controversial blog posts is “Why Your Marketer Doesn’t Understand Your Firm’s Business.” The title alienates professional services marketers before they get to the first sentence. It satisfies partners because it recognizes what they might...
If you’re a practice leader or partner, you’ve probably received your sales “number” for this year. Your primary goal is hitting it. If you want your marketing team to improve your chances of hitting it, then stop asking them to do stupid s…
What is Marketing's Role in Your Firm? Every year about this time cyclists ramp up an enduring argument. If you are a cyclist, you know where I am going; it's the great base-building debate. There are two schools of thought. The first is traditional, laid back and...