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-Business Models-

Heads or Hands: Hired for What You Know, or What You do?

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Heads or Hands: Hired for What You Know, or What You do?

In today’s unbundled marketplace, it’s essential to recognize the difference between “Upstream” and “Downstream” work not only because these two different classes of work require different talent, but also different pricing. While professional buyers will attempt to turn your service offerings into apples-to-apples comparisons, remember that the job of the seller (that’s you) is to consciously and continually identify and separate different classes of value and sell, price, and deliver them accordingly.  

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Creating an Uncontested Market for Your Firm

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Creating an Uncontested Market for Your Firm

If it feels like you’re in an unrelenting race for new business, competing against agencies offering similar services in a similar way, there’s an easy way out: stop offering similar services.  If you shake off the self-imposed shackles of “high utilization,” you give permission to your team to develop their ideas for services and products that can fill the unmet needs of clients. You can fly in the blue skies where no one else is flying.

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How to Prosper in the Era of Hyper-Competition

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How to Prosper in the Era of Hyper-Competition

To thrive in a world where seemingly everyone is competition, trade the energy you put into matching competitive offerings for a more single-minded business strategy focused on differentiated, inimitable solution sets. A black box will smash a white box every time.

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Why Your Firm Has An Incomplete Business Model

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Why Your Firm Has An Incomplete Business Model

If you’re like most agencies and other professional firms, you’re likely missing a critical component in the model upon which you have built your business.  Here's why having a cost structure is not the same as having a revenue model.

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The Magicians and Logicians of Professional Services

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The Magicians and Logicians of Professional Services

When a talented ad agency transforms the global reputation of a brand through a brilliant marketing program based on unique customer insights, that’s an example of the kind of high-value problem solving professional firms get hired for in the first place.  It’s the kind of “magic” that characterizes knowledge work, creative thinking, and professional expertise.

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Don't Say "Full Service" Unless You Really Mean It

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Don't Say "Full Service" Unless You Really Mean It

If your firm uses the term “full service” on its website, here are two good reasons you should stop.  First, “full service” is one of the phrases that has officially joined the lexicon of expressions so overused they’ve lost their meaning.  And second, because it does absolutely nothing to differentiate your firm from the thousands of others who make the same claim.

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