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?
Thinking on Strategic Management and Organizational Entropy in Professional Firms.
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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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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.
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...
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