Category: Communication

fundamental foundational focus.

As we start a new year, I’ve found myself going back to the fundamental business development processes that I learned from early mentors. 1) Know your market. Expertise, experience and proven excellence define your niche (and be happy for that).

the six phases of the creative act.

Creativity is the life blood of the marketing effort. Without skillful ideation, every firm would look like every other firm—the death knell of a brand. Over the years, I’ve written and spoken about the six phases of a project, both

consistently inconsistent.

One of the key performance indicators of effective leadership is consistency. This does not mean blind adherence to dogma. It does mean that you demonstrate behaviors that your clients, your staff and your supporters can count on. Consistency is a

collaborative intelligence.

Each year, the Society for Marketing Professional Services (SMPS) stages a major event, their Build Business conference. This building industry-focused conference, features speakers covering topics of advanced marketing and business development techniques, market-sector focused panels, and keynotes from noted thought

balancing act.

The role of the professional service firm is to provide advisory knowledge to benefit a client’s interests or issues. The challenge each firm faces is balancing their efforts between multiple clients—needed to maintain and grow the practice—and to serve them

passionate simplicity.

I recently read about the ability for successful professionals to have and excel in multiple areas of “passion”—those areas of learning, practice, and expertise that define us as “professionals.” The author, Gilat Ben-Dor, said, “By passion, I mean nurturing this

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

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’

the irony of experience.

We are often faced with the irony that everything we thought was true is wrong. We draw from our experiences—good and bad, informing and humbling, nurturing and demoralizing—and hopefully (after all if we can’t be optimistic, what’s left except cynicism)

imagination. intention. innovation.

In a challenging economy for professional services it is often easy to fall into the realm of imagination—flights of fancy designed to ease the worry of a difficult reality with the wish for better times. That’s alright! We all do

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