When I started my first consulting business (pre-internet), the first thing I did was collect the brochures from each of the largest competing firms in my market.
My goal was to understand how they positioned and marketed themselves so I could be sure to create something completely different.
Which turned out not to be so hard: the only way to tell them apart was their name stamped across the front. Every single one had the same array of smart-looking faces, with practically identical copy about the brilliance of their people, processes, leadership, yada yada yada.
Bor-ing. Continue reading
When you’re running a consulting or advisory business, a handful of stellar retainer clients can change your life.
You can concentrate on producing big results without constantly chasing new clients or new projects.
You can hire associates and leverage your business.
Your banker takes your calls. Continue reading
We are all born creative.
The urge to create—to put your stamp on something—is innate.
And even if you don’t define yourself by your creativity, your business thrives on it.
It’s the engine that produces your ideas, services and products and inspires how you market and sell. Continue reading
What if you could spend the vast majority of your day doing exactly the work you adore? The kind where you lose track of time, while tapping into your special talents and passions: your magic zone.
Chances are, this is also your highest value work—where you can charge a premium price and work with your sweet-spot clients.
We’re talking about the kind of work where sometimes you just scratch your head, wondering how you got to be so lucky. Continue reading
It’s your turn.
And it doesn’t matter if you’ve done it 100 times or this is your first rodeo—stepping into the spotlight is a courageous act.
It requires letting go, trusting that you’ve done the work and are ready to share your brand of wisdom with an audience. It can be downright terrifying. Continue reading
“Thought leader” is almost never a formal title.
It’s the label your peers or the media might attach to you when they deeply respect your viewpoint in your area of expertise.
You can be a thought leader in a profession—like Jill Konrath (sales) or David Maister (professional services). Continue reading
Every tribe has a frequency—a set of wants, needs, behaviors, standards and expectations—that you must tune into if you’re going to have real impact, influence and leadership.
The challenge? If you want to tap into existing tribes to grow your own, you may have to do some digging.
Take Susan Cain’s quiet revolution for example. Read 10-20 posts AND the reader comments and you’ll get a deep sense for what matters to this tribe. Ditto Jeff Goins and Marie Forleo. Continue reading
A practice depends—deeply—on you. Consulting, delivering services to clients, even writing books and delivering speeches.
A business on the other hand, is about much more than your presence. You can use all of the tools of a practice, but add even more options that leverage your time: digital training programs, assessment tools and live or virtual services delivered by someone OTHER THAN you. Continue reading