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.
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...“Grow Everything” is not a Strategy
“I need your number by the end of the week!” is a phrase you’ve probably uttered or heard during your annual planning cycle. The “number” is the revenue bogey a partner or practice is “asked” to contribute to the overall growth of the firm and is expected...Professional Services, Fear and Answers to Life’s Big Questions – Top Books for 2013
It seems like everyone is an “author” nowadays. Books are popping up everywhere as part of the content marketing fad. Most are nothing more that veiled sales pitches and .pdfs of Power Point decks. Repackage an idea, pick a word or phrase and market the...Throwing Rocks and Helping Clients Hit Meaningful Targets
My son and I recently spent time at an Indian Guides campout at a YMCA camp in Michigan. We were exploring in the woods when we heard these funny sounds: “Tink!”, “clang!”, “bang!”, “Yes!”, “Aw, I just missed it!”, “Watch this!” and “Got it!” As we moved...Brand Architecture in Professional Services: Curing “I-didn’t-know-you-did-thatitis.”
Why do your clients buy services you offer from other firms? It happens time and time again. You learn through the grapevine or through a loyal client that another client has just chosen a competitor for a service that you provide. When you ask your client why he...Pope Francis’ Message for Leaders of Professional Services Firms
Some might say that it wouldn’t be prudent to mix business and religion. I’d argue the opposite. On March 13, the Roman Catholic Church elected a new leader: Pope Francis. From the start, he has created quite a stir. As a Catholic, I have a vested interest in his new...Understanding the Buying Cycle: It’s not WHY Clients Buy, but HOW?
Professional services firms spend tens of thousands, if not hundreds of thousands, of dollars trying to understand WHY clients choose to work with the firms that they do. Let me give you a gift and save you the money. Every market research study I have seen (and I...22 Take-aways from AMCF’s Taking Social Media to the Next Level event
Last week, I spent time with some smart marketers from the worlds’ best management consulting firms, along with great people from Forbes and HBR. The event was hosted by the Association of Management Consulting Firms (AMCF). John Furth, the President and CEO of AMCF,...About the Author
Listen to Latest Podcast Episodes
- Loving Your Clients with Fred Reichheld, Bain Fellow and Creator of Net Promoter
- Strong POV, Strong Partners, Strong Growth with Michael Burton, CEO of Stitch
- Breaking Through Growth Ceilings with Dev Patnaik, CEO of Jump Associates
- Brand Breakdown – Clarkston Consulting
- Selecting Your Ideal Client In 5 Steps
Is your firm achieving its full growth potential?
