Whose game are you playing? For most small professional-services firms, the honest answer is the big companies game, and it’s quietly costing you nearly every deal you think you’re competing…
When I started selling commercial copiers in the Washington, DC area, there was a human being standing between me and every sale I wanted to make. She sat at the…
Before you open another tab, scroll another feed, or rewrite another bio answer this question: who actually owns your business? Not the name on the articles of incorporation. Not the…
Here is an uncomfortable truth that nobody in the financial services industry wants to say out loud: most advisory firms are terrible at choosing clients. They will spend thousands on…
I told you so. I've been writing about human networking for a long time. And this week, Richard van der Blom dropped a newsletter that basically confirmed everything I've been…
Most owners of professional services firms will say referrals are their best source of business. They’re right. Referral clients convert faster, stay longer, generate more lifetime value, and are generally…
For years, professional services firm owners have been told the same thing: Systemize more. Delegate faster. Get out of the work. And on paper, it makes sense. But here’s what…
The latest 2025 B2B Buyer Experience Report from 6sense reveals a fundamentally changed buying landscape — one where buyers decide long before you ever get a call. For elite professional…
If you run a successful professional services firm and you are approaching or already past seven figures, pause for a moment and take a breath. Think about the lifetime value…
Referrals have a way of bringing us back to the same place, but with new eyes. Three decades into this work, I am right back at the beginning, only at…
