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.
Thinking on Strategic Management and Organizational Entropy in Professional Firms.
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How to test the potential of your firm's differentiation
Prior to commitment to a transformational process of differentiation, the sensible question to ask is “How can we know in advance that our chosen differentiating idea is the right one?”
Aiming for Top rankings – what's the point?
Competition for higher rankings – is this all vanity or is there an inconspicuous merit?
More service offerings could make your firm less attractive
A broad range of capabilities that firms proudly put on display often includes basic-tier, commoditized services. While many firms crave for more sophisticated work, they signal buyers: we do everythi...
Holistic approach to marketing content distribution
The perfect marketing content is the one that pays for itself, delivers value to the target audience and makes producers and distributors excited about having more. Given the limited resources, how ca...
Raise the bar and don't jump
Often we lower the bar after failing at a challenge. This has a negative impact on morale which affects financial performance. We fail to notice that the bar hadn't had to be lowered. With a different...
In the crosshairs of perfect positioning
What makes a professional services firm less interchangeable in the marketplace is good positioning. It isn't the only part of the puzzle but the most fundamental one.
How to get better-fit clients for your firm
Professional services firms often struggle to find the right kind of clients which prevents them from moving their businesses to the next level. In this article I suggest an exercise – to go through...
Three Components of a High-Performing Culture at your Firm
Creating the right culture for a professional services firm is key for long-term success. The three constituents of a strong foundation are the culture of knowledge, creativity and sharing. With these...
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