How Often Should You Publish?
Last year I upped my writing and online publishing commitment significantly as a year-long...
Why We Suck at Negotiating
The more I get to know procurement professionals through my pet project that is...
The Great Convergence is Upon Us
One of the clearest trends in professional firms today is the convergence of the...
The Five Objections
I spent the early part of my consulting practice advising you on using classic...
You Don’t Really Partner With Your Clients
Many agencies like to boast on their websites and in their pitch decks that...
The Problem With Service
Although I think I do a good job of masking it, I remain scarred...
The Dark Arts of Leveraging Cognitive Biases
Read about the top eight cognitive biases that you can leverage with your clients...
Everybody On the Same (New Business) Page
“We never pitch.” It was a lie. We pitched all the time but I...