Answers to the most urgent networking questions asked by young professionals

I have been giving a presentation on networking to young professionals for a couple of years now. I always feel good about motivating young people to try networking by encouraging them to focus on building their skills and confidence first knowing that building their networks will naturally flow from their continued efforts.  If they attend events thinking new clients will flow quickly, they will get discouraged and quit because their discomfort isn’t worth the lack of benefit. (more…)

Firing Clients:  How To and Why?

derail-firing-clientsIt has taken you years to build your firm’s client base.  Some clients you had to work hard to win and some practically fell in the front door.  Some are an exact fit for what your team does best – and others are not.  Some pay your current billing rates without discounts or write-offs, and some quietly get the best deal in town (maybe too good!).   In the lifespan of any firm, there comes a time when firing clients is the right thing to do.  But how do you decide which clients to let go, and what process should you follow to communicate your decision?  (more…)

You CAN get there from here – with a personal marketing plan

You CAN get there from here – with a personal marketing plan

In Boston there’s a funny saying “You can’t get there from here” because the roads are a bit crazy.  We are apparently famous for our twisting/turning former cow paths, one-way streets, and roads than change names on a whim.   It seems to me that professional services leaders sometimes feel this way about marketing.  Which is too bad, because with a bit of up-front discussion, there can be clear path.

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Turning an obligation into opportunity

Turning an obligation into opportunity

This week I served jury duty for the first time. Not one person I told beforehand had anything good to say about their experience and most offered advice on how to get out of it. For those who had participated in the past, the primary sentiment shared was “it’s miserable and hopefully you won’t get a trial.” Needless to say I had low expectations of the day ahead of me.

But one man, the judge, turned all of that around.

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