Blog Archives

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

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