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…
The shift has already happened. Buyers are moving from search behavior to answer behavior. This shift will keep accelerating as AI becomes the primary way people look for information and…
Let’s get right to it. We’re standing on the edge of a massive shift in how business is done. Artificial intelligence is now part of every client’s daily experience, personally…
I’ve been reading Mark Schaefer’s new book, How AI Changes Your Customers: A Marketer’s Guide to Humanity’s Next Chapter. It’s a powerhouse read because, whether we like it or not,…
When professionals collaborate, too many step up to the plate swinging for a home run. Whether you’re a high-end financial advisor, a successful M&A professional, or a CPA, the temptation…
In a recent newsletter, I promised to unpack how owned media, the PESO model, and word-of-mouth referrals fit together in today’s AI-driven landscape. Here’s the short answer: referrals are still…
