Blog Archives

The Reluctant Barber

My first job after B-school was at GE’s hulking Bridgeport Works in Connecticut. Time came to get my first haircut in my new locale. I had seen a barbershop seven or eight blocks from the plant. It wasn’t the best

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Posted in Find The Right Clients, Market Strategy

Market Discovery – Not Only for Startups

“When you offer something and it doesn’t fly even after it’s messaged well, the market is sending you a signal to try something else.” Heard on ABC’s Shark Tank Wish I could recall which of the “shark” investors gave that

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Posted in Find The Right Clients, Market Strategy, Package Your Services

Fall in Love with the Problem You Solve

Don’t fall in love with your solution – fall in love with the problem you solve, says Brad Smith of Intuit. When it comes to attracting the interest of potential clients, I would add “Fall in love with messaging to

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Posted in Find The Right Clients, Pricing

3 Tips for Launching a Consulting or Business Coaching Practice

So you’ve had a good career, but got tired of working for established companies with all their internal politics and hassles. You’re taking the set of skills you’ve built and launching a consulting or business coaching practice. Now begins a

Posted in Find The Right Clients, Run Your Business, Startup & Launching

Don’t be a Chameleon

“I’ve never seen a chameleon. Good job, chameleons.”                          @donni As a consultant or business coach, you would never intentionally blend into the background blur of images and information

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Posted in Find The Right Clients

Find New Consulting Markets

In a poll, 88% of American adults considered themselves above-average drivers. I used to be one of them. San Francisco hills with a stickshift, LA freeways, NYC taxi derby, Boston’s competitive merges—no problem. When driving in other lands, however, my self-assessment might

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Posted in Find The Right Clients

The Element of Surprise

At another company fifteen years ago, I needed to engage someone to design a marketing brochure and other collateral. Several small firms and soloists came in, presented their portfolios, and answered our questions. In all cases, the work they’d done

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Posted in Find The Right Clients