Target Zero
In which we are reminded about the impact of demography and geography on demand for services. Read more »
Positioning Value
What’s Your Cookie? (Issue 1223)
In which we are reminded of the importance of butter, sugar, and memorability. Read more »
Butchering the Opportunity (Issue 1221)
In which we are urged to think deeply about our distinctive, additive expertise. Read more »
Burying the Lead (Issue 1217)
In which we are reminded, when we are positioning ourselves with clients or potential clients, to ensure that our main message or lead idea stands out clearly. Read more »
It’s the Melody (Issue 1189)
In which we are reminded that, when we can’t complete with another firm on delivery speed, price, or some other value proposition they’ve masted, it’s up to us to develop our own alternative based on what we can do well. Read more »
Olive Some of Those (Issue 1187)
In which we are reminded that supporting client behavior change can be the most important part of our sales. Read more »
No Amount of Ketchup… (Issue 1179)
In which we are reminded to identify and reduce weaknesses that detract from our brand or expertise. Read more »
Leaps of Faith (Issue 1178)
In which we are reminded that, as sellers of professional services, our stories help our potential clients take the leap of faith to engage us. Read more »
We Are Seriously Social.