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Riding the roller coaster of entrepreneurship

Running my own business produced some of the best days of my life, and some of the worst. I’ve won big deals and then lost them again. I’ve hired the perfect person who would transform my business only to have them accept a counter-offer. I’ve sent an offer out to my list that got a great response,…

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How do I manage the sales process (when I AM the sales process)?

In our last email, we talked about the benefit of having someone outside the sales team, who can provide objective feedback to improve your new business team’s efficiency and effectiveness. But how does that work when I am the management team and the salesperson? In most of the firms I work with, the principal is still…

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What’s wrong with fast food?

I got quite a response from my last email about being more choosy in your business development approach. Folks felt like choosing clients, and especially projects from existing clients came across as “snobby.” “There’s nothing wrong with being efficient in your sales process,” replied one agency principal, “some of us don’t want to become full-time…

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Should you hire a French chef to do your new business?

French cooking techniques and recipes have influenced cuisines all around the world. Chefs from every modern cuisine, from cultures worldwide, come to France to learn from the masters there. One of the defining features of French cooking is the ingredients. You cannot make an excellent, top-shelf French meal without choosing the freshest, most flavorful ingredients….

How to reduce your client’s risk, when everything is risky
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How to reduce your client’s risk, when everything is risky

Ambient risks have skyrocketed. Economic, social, and public health risks are massively higher than they were last year. This includes the risk of hiring a professional services firm. People hire these experts to reduce their risk of negative outcomes. For example: The money I spend hiring these experts reduces my risk of adverse outcomes and…