Your Industry Is Dying, The Solution is Reinvention

The typewriter industry died when it was supplanted by the personal computer. But the typewriter company that realized they were actually experts in selling business machines is now a multi-billion dollar global behemoth. The internet and e-mail destroyed the market for postage meters, but Pitney Bowes is still around because the internet also created new … Read more

For PR Agencies, Culture Matters (A Lot)

It’s repeated to the point that it’s cliché: talent matters.  How you recruit, organize, engage, motivate, and deploy your people matters.  But with constant client demands and a changing landscape, it can be easy to let talent management fall by the wayside.  When recruiting new leaders, many firms recruit superstar individual contributors without thinking about … Read more

You Already Have The Best Technology For Feedback: A Conversation

With firms everywhere getting rid of annual performance reviews, the new mantra is continuous feedback.  To help support the shift, a variety of HR vendors have changed up their software from a long box that you have to fill out once a year to a shorter box you fill out more frequently, or an inbox that collects … Read more

Can Doers Sell?

Most of us didn’t become consultants, lawyers, coaches, marketers, or accountants, only to become sales people. We went into the field because we enjoy the work, the problems we get to solve, and the relationships we form with clients.  And yet at most firms, business development is squarely the responsibility of senior level practitioners.  There’s … Read more

Do Professional Services Firms Have Legacy Costs?

When we talk about legacy costs, we usually think about aging capital-intensive industries. Car manufacturers have legacy platforms, facilities, processes, or healthcare costs. Airlines have legacy contracts, aging aircraft, or route networks. We assume that professional services firms can’t have legacy costs: there’s no fixed capital, and the people involved are smart, dynamic thinkers. But … Read more

The Three Mindset Barriers to Business Development

In my work coaching professionals around business development, I’ve found that there are usually three reasons people turn to a coach: 1. Skills When you make partner, your job fundamentally changes: you’re expected to bring in business, not just work on it. But most firms do a poor job preparing associates or managers to become … Read more