I just booked my first business development trip to New York in fifteen months. In 2019, I was in the City every other...
The New Travel Rules for Business Development Meetings in a Hybrid World
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With COVID-19 Fears Receding, It’s Time to Reclaim Travel Budgets and Reconnect With Customers
Originally published in Entrepreneur After more than a year of quarantine, don't underestimate the pent-up demand for...
Time to Dump the “Eat What You Kill” Compensation Model in Sales
Originally in Chief Executive. Don’t hamstring your professional services firms with outdated compensation policies...
It’s Time For Professional Services Marketers To Go Back To Zero: Zero-Based Marketing
Originally in Chief Executive Much of traditional professional services marketing activity has come to a halt at the...
Are You Qualified to Host a Learning Community?
Author Dave Bayless, Originally posted by Human Scale Business The host of a learning community must be perceived by...
Services Firms: Stop Chasing New Clients
Originally published in Chief Executive The pandemic has generated many roadblocks for the professional services...
Tapping into Business Opportunities with Intapp
What would you give to understand which sales metrics will lead your company through a virtuous cycle of continuous...
Thoughts While Working from Home – Fear & Loathing in My Basement
Author's note: I wrote this article in 2018 and filed it away for another day. And yet as we enter into month eight of...
How Law Firms and Professional Services Have Adapted to Survive COVID-19
Originally published in Entrepreneur It's all about being interactive and intimate with clients and understanding...