According to numerous research reports, the challenge of finding and attracting premium clients consistently and predictably is the biggest challenge faced by most (85% or so) owners of professional service firms.  Perhaps you are one…

From my observations, which are supported by the HBR classic article, Evolution and Revolution as Organizations Grow by Larry E. Greiner, there appear to be four distinct levels at which professional service firms operate, with…

I see two approaches to marketing professional services that are commonly used.  The two approaches are different and come from opposite perspectives, but they are both wrong. And I don’t mean that it is my…

Sales resistance is a fact of life for most people selling professional services. In any sales transaction we must negotiate 5 barriers. They can be real and permanent, which means no sale. Or they are…

In my experience and the experience of my clients running professional services businesses, attempts to invest money and effort into marketing has ended up feeling just like gambling. Most consultants, coaches or advisors selling high…

Most of what we know about marketing comes from concepts that applied in the industrial age. One of the results of our industrial age understanding of marketing is that we tend to think in terms…