It’s Your Website, But It’s Not About You
B2B websites look better than they did five years ago. Cleaner design, faster load. What hasn’t improved is whether the person the site was built for recognizes themselves in it. …
Your Marketing “To Do List” Is Not a Marketing Plan
Mid-market firms keep buying tactics when they need a strategy first. Here is how to tell the difference. A senior advisor at a mid-market firm sent me his marketing list …
Why Looking Backwards Helps You Move Forward
Here’s a question that most B2B professional services firms struggle to answer with confidence: What types of clients do you want more of? The knee-jerk response? “Well, we’re agnostic—we can …
The Hidden Question That Could Transform Your Professional Services Firm
Does your firm truly know why clients hire you? If you answered “yes” without hesitation, you might want to reconsider. Most B2B professional services firms believe they understand their value …
Shifting. Pivoting. Realigning.
Change is in the air. Professional services companies—consulting firms, accounting/CPA firms, law offices, marketing agencies, software developers—are all looking at their next step. Sure, growth by acquisition or merger is …
Are You Leveraging “Success Paths” to Attract Ideal Clients?
As business owners, we’re always thinking about where our next clients are going to come from. If we’re smart (which, of course, we are), we’re thinking about not just our …
All Prospects are Not Equal: The Importance of Targeting Your Ideal Clients
A well-thought-out strategy is essential in any business that wants to grow. Where does one begin? I’ve found the best way to solve a strategic problem is to start with …