Month: April 2011

front row on a roller coaster.

One of the marketing challenges of small (and many large) professional service practices is to not fall into the comfort of the “next big win.” Back in the day, having charted my own 25-person firm’s monthly ‘new business’ and I

rewarding bad behavior.

One of the biggest marketing challenges is the move from being qualified to presenting a compelling case to be hired. It seems that while professional service practitioners are very comfortable sharing their history and portfolio in print, on stage it’s

rocket surgery.

It never ceases to amaze me that marketing professional services is considered “easy” by the technical professionals the marketing and business development team serve, and help promote. After all, successful marketing is only a “two drink minimum” as Scott Adams’