Do You Have a Sales Problem or a Marketing Problem?

If you want to grow revenue, do you need to improve your sales capabilities?  Not necessarily.  In fact, of the nearly two-dozen professional services firms I’ve had the privilege of getting to know over the past few years, only one of them had a sales problem.  For the rest, the real challenge was that their … Read more Do You Have a Sales Problem or a Marketing Problem?

When Clients Trust Your Advice But Not Your Business

Trusting Advice vs. Trusting a Business In nearly every industry I work with, practitioners describe themselves the same way: “we are trusted advisors to our clients.”  The “trusted advisor” model is seen as both an attained aspiration and a necessary part of doing business.  But when I look across the professions, I see an interesting … Read more When Clients Trust Your Advice But Not Your Business

My Three Favorite Books For Professionals (Or Anyone)

If I were to create a book group for professionals at any level, whether you’re just starting out or you’re leading a firm, I wouldn’t use books written about management or leadership, or books written for their respective industries.  Instead, I’d pick the three general non-fiction books here, on which I’ve built a large part … Read more My Three Favorite Books For Professionals (Or Anyone)

Preventing Burnout: Compensation Isn’t the Answer

Leaders in professional firms often struggle to prevent staff burnout; an issue that can seriously impact the success of their business. If a burnt out associate stays on at the firm, their productivity decreases and their attitudes worsen. And when an associate leaves, the firm suffers the loss of institutional knowledge, experience, project continuity, and … Read more Preventing Burnout: Compensation Isn’t the Answer

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 Your Industry Is Dying, The Solution is Reinvention

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 For PR Agencies, Culture Matters (A Lot)

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 You Already Have The Best Technology For Feedback: A Conversation