How to Think about Positioning a Professional Firm
Poles and spans, lenses, function, and timing — everything you need to know to understand positioning better.
Thinking on Strategic Management and Organizational Entropy in Professional Firms.
You are most welcome to read and comment on the ideas and perspectives in these articles which are regularly written for top management of professional service firms.
The pieces cover a broad range of managerial topics: growth, structure, marketing, branding, positioning, differentiation, websites, lead generation, teamwork, professional career & skills, motivation, and firm culture.
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Branding professional services: two opposite perspectives
Branding is a painful process. Marketing firms want it to appear more valuable and smooth than it really is. Professional firms often downplay or disregard the benefits of branding. With two opposite ...
Performance of a Professional in a Nested Structure of a Firm
In a professional service firm, every staff member, professional, and partner operate in a nested relational structure. The overall performance of an individual relies on its proper position at each i...
Diagnose, Explore, Prescribe & Execute for the Right Buyer
Not every buyer is shopping for all four stages of the engagement. Matching buyer's type to the right mix of these four phases is key to market success of the firm.
Preventing Quiet Quitting among Professionals
The biggest problem you currently have at your firm is the one you aren’t aware of. Like a mold behind a drywall, it’s invisible to you but every inhabitant (employee) is exposed to its noxious fu...
The buyer is always right ... even when they're not
It appears that buyers of professional services are happy with making the same mistakes over and over again. Why wouldn't they take your professional advice when it is clearly in their interest?
Practical Considerations dealing with the Talent Crisis
The ongoing talent pipeline crisis in the accounting profession isn't the first one. We've faced comparable challenges two decades ago, and know which levers to pull to make it better at the level of...
Vision, Mission and financial performance of the professional firm
Meaningful vision and mission statements, when aligned and articulated clearly, can improve financial performance of the firm.
How your “Foot in the Door” Tactic will Backfire
The Foot-in-the-door is a well-known and widely used tactic in the market. Professional firms suppose this way they'll earn trust and build rapport quickly. This approach can backfire too.
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