Why Clients Don't Value Your Ability
For many decades, in medical school physicians have been taught the “3 A’s” of a sound practice management. They are the 3 qualities that...
Is Your Client Newsletter a Marketing Albatross?
Client newsletters are the most widely used, often abused and hotly debated marketing tactic for professional services firms of any size....
Make the Short List...Or Die Trying
For most B2B companies, there’s no reliable way to predict when a prospective client will purchase their product or engage their...
Managing Brand Strategy…When Your Name is on the Front Door
Any business founder / owner whose surname serves as their company’s brand name has a unique challenge. If (s)he’s built a successful...
Making B2B Buyer Shortlists: Is Your Firm Even in the Game?
For most B2B companies, there's no way to predict when a prospect will purchase their product or engage their services. Sales cycle...
Seeing is Believing...in Marketing Your Professional Services Firm
Selling any type of professional service – from investment management, to forensic accounting or legal representation – involves two very...
Skip the Marketing Plan. Try this "Easy-Bake" Recipe Instead.
The first question we ask prospective clients is, “Do you have a Marketing Plan?” Most prospects sheepishly acknowledge that they don’t...
7 Signs that You're NOT a Thought Leader
Thought Leadership is perhaps the most widely used and consistently abused strategy in professional services marketing. There’s diverse...
Manage the Pedigree Factor in Professional Services Marketing
Institutional pedigree always matters, regardless of the type of professional service you’re selling. But to leverage pedigree as a...
What Type of Marketing Cry-Baby are You?
When a client complained to me recently about the difficulty of competing against larger companies, I had a flashback to when my kids...
