The Antidote to Crappy Buyer Personas with Jim Kraus
Most buyer personas are little more than fictional avatars. Jim Kraus, President of the Buyer Persona Institute, shows us how to develop a persona that helps you truly understand the buyer and buying...
View ArticleSegmentation: The Marketing Foundation Firms Seldom Get Right
It’s the essence of strategy and the basis of everything—culture, hiring, IP, marketing, sales and client service—Segmentation. Most firms get it wrong. Here’s how to get it right.The post...
View ArticleWhy People Don’t Understand Data and What to Do About It with Bill Shander
Data visualiation expert Bill Shander joins the show to talk about why people don’t understand data, how to increase the data literacy of your teams, and how to shape a compelling POV using data.The...
View ArticleMarketing Channels: Which Ones are the Right Ones for Your Firm
SEO, podcasts, conferences, advertorials, blogs … so many marketing channels to choose from. But which ones are right for MY firm?The post Marketing Channels: Which Ones are the Right Ones for Your...
View ArticleWinning the Battle for Mindshare When the Competitor is a Bot
AI is changing both how clients seek solutions to problems and how they vet firms to hire. Jeff and Jason wrestle with these changes and offer a clear path forward for firm leaders and marketers.The...
View ArticleCROs, CCOs, CXOs? The Changing Role of the CMO with Denise Dahlhoff of The...
There are some new members hanging around the C-Suite of a lot of corporations. How’d they get there and why? Denise Dahlhoff shares her latest research unpacking the trend and what it means.The post...
View Article2025 Marketing and Growth Priorities. Are They New or Evergreen?
From changing regulations to AI and finding better ways to connect with clients, Jeff and Jason set strategic priorities for professional services firms in 2025.The post 2025 Marketing and Growth...
View ArticleA Peek Inside The Tercera 30 with Chris Barbin and Michelle Swan
Chris and Michelle join us to talk about Tercera’s strategic investments in thought leadership and break down the release of the firm’s research, the Tercera 30.The post A Peek Inside The Tercera 30...
View ArticleThe Tercera 30 Market Movers and Partners with Bill Magnuson, Co-Founder and...
What does a great software + services firm partnership even look like? Bill Magnuson of Braze and Michael Burton of Stitch show us, real-time.The post The Tercera 30 Market Movers and Partners with...
View ArticleLoving Your Clients with Fred Reichheld, Bain Fellow and Creator of Net Promoter
Fred Reichheld, creator of Net Promoter and author of Winning on Purpose, shares how professional services firms can become truly client-centric and realize the promise of NPS.The post Loving Your...
View ArticleBehind the Headlines-Silicon Valley Bank Implodes, Goldman Sachs Fails,...
We dive into the deep, stormy waters of economics, banking, and pricing to make sense of a rapidly changing business environment. What can firms learn from recent events to make their own growth...
View ArticleBrand Breakdown – Western Advanced Technologies Inc. (WATI)
In this episode, we analyze Western Advance Technologies Inc. (WATI) and cover a litany of foibles that firms, especially IT firms, should avoid in their marketing efforts.The post Brand Breakdown –...
View ArticleWhy Professional Services Firms Can’t Innovate with Rita McGrath and Ron Boire
Strategy legend Rita McGrath and Ron Boire, her partner at Valize, share a ton of insights on the issues that inhibit professional services innovation and the solutions to address them.The post Why...
View ArticleDeveloping a Differentiated Point of View in 5 Steps
A strong POV is the tip of the spear in differentiating a brand and building its relevance in your target market. Learn what it takes for your firm to separate itself from the crowd.The post Developing...
View ArticleBehind the Headlines: EY (again), Google AI, and the Morass of Bud Light
We dive back into the on-again, off-again EY split, Google’s shift to integrating AI-enabled chat into its search engine, and beer marketing. Yes, beer marketing.The post Behind the Headlines: EY...
View ArticleBuilding a Go-To-Market Strategy in 5 Steps
Jeff breaks down how to get your firm showing up as its best self through a clear go-to-market strategy in five clear, but not always easy, steps.The post Building a Go-To-Market Strategy in 5 Steps...
View ArticleBrand Breakdown – Wizeline
We break down the brand of one of the world’s fastest-growing global technology services providers, Wizeline. Gain insight into the impact of a clear go-to-market strategy and relate to some challenges...
View ArticleBehind the Headlines: PWC’s $1B Investment in AI, China’s Consulting...
We share professional services marketing lessons learned from Hyundai’s brand ascent, discuss marketing opportunities related to PWC’s large investment in AI, and lament China’s “crackdown” on...
View ArticleThought Leadership in 5 Steps
Jason breaks down how to develop a thought leadership strategy that defines the business issues your firm should own now and for the foreseeable future. And, he does it all in just five steps.The post...
View Article12 Reasons Your Marketing Strategy is Failing
From culture to rewards to the “partners’ boat fund,” Jeff and Jason explore all the reasons firms’ marketing strategies fail.The post 12 Reasons Your Marketing Strategy is Failing appeared first on...
View ArticleThought Leadership Development: The Pros and Cons of 3 Proven Models
Insourced, outsourced, and co-sourced. Jason and Jeff explore the “ins” and “outs” of the prevailing ways to develop thought leadership.The post Thought Leadership Development: The Pros and Cons of 3...
View ArticleBuilding a Differentiated Client Experience
Jeff and Jason break down what it takes to build a truly unique professional services firm client experience and offer examples of firms leading the pack.The post Building a Differentiated Client...
View ArticleThe Cobbler’s Children Have No Shoes
Some strategy firms lack a sound business strategy. Some HR consulting firms lack effective people discipline. Why do firms struggle to apply their expertise to their own businesses?The post The...
View ArticleThe Rebranding of Twitter to X. Brilliant Move or Colossal Mistake?
The marketing world is all “atwitter” about X. Was this rebrand a brilliant move? Or a colossal mistake? What can professional service firm leaders and marketers learn from the strategy?The post The...
View ArticleRevisiting the BS of PS: Are Things Getting Better? Or Worse?
There’s an inherent dysfunction that keeps firms from reaching their full growth potential. Jason and Jeff revisit one of the podcast’s earliest episodes to discuss what’s changed. And, what’s stayed...
View ArticleBehind the Headlines-AI’s Impact on Pro Service Marketing
From automating interactions at the drive-thru to writing website content, AI is taking the world by storm. In this episode, Jason and Jeff explore the strategic marketing implications of the latest...
View ArticleThe Rainmaker Genome Project with Matt Dixon and Rory Channer
DCM Insights founding partners, Matt Dixon and Rory Channer, share the findings of their latest research on what the top pro services partners do differently to drive business development success.The...
View ArticleNo Shortcuts to Growth
When you’re missing your revenue targets it’s tempting to chase shortcuts — quick fixes like an aggressive cold email outreach program. Yet, usually, success in the short term requires taking the long...
View ArticleUnsnoozing the Inbox: Tips on Email Marketing with Ian Brodie
The best way to build relationships at scale is with email marketing. Acclaimed email expert, Ian Brodie, joins Jeff and Jason to share his thoughts on how to cut through the noise and “unsnooze your...
View ArticleGenerative AI: How Firms Are Using it Today and How They’ll Use it Tomorrow
Jeff and Jason kick off a new series exploring current and future uses of generative AI in professional services. What are the opportunities and risks of its adoption?The post Generative AI: How Firms...
View ArticleDoomsday or New Day? How IT Services Firms Are Using AI with Michelle Swan of...
From writing code to amping up call centers to a virtual wingman — Michelle Swan joins us to talk about how services firms are using AI to drive value internally and with clients.The post Doomsday or...
View ArticleUnlocking the Real Promise of AI with David DeWolf of Knownwell
Over 99% of AI deployments to date have been focused on personal productivity. David DeWolf shares how firms can unlock higher layers of operational and strategic value in their AI investments.The post...
View ArticleAssessing How Ready Your Firm and Your Clients Are For AI with Peter Buer and...
Professional services firms have the most to lose and the most to gain from AI. Getting your firm and your clients ready is the first step. What does it take?The post Assessing How Ready Your Firm and...
View ArticleUsing AI to Drive Personal Productivity with Greg Baugues
In our first video podcast, Greg Baugues shows listeners just what you can do with tools like ChatGPT, Midjourney, and more to drive your personal productivity.The post Using AI to Drive Personal...
View ArticleHow Professional Services Firms Are Using AI in Their Thought Leadership...
How many firms are using AI? What platforms are they using? How are the most effective firms using AI to drive their thought leadership programs? Jason breaks down his latest thought leadership...
View ArticleAutomation Domination. Lessons Learned from Efforts to Streamline and Scale...
Decoding digital buying signals. Streamlining operations. Brian Wise talks about all this and more including a discussion about where AI is in the business “hype cycle.”The post Automation Domination....
View ArticleHow Generative AI is Making Productization More Urgent with Eisha Armstrong...
For years firms have pursued productization strategies to drive efficiency or create repeatable revenue. AI is making the need to productize one of survival. Learn why and how to respond.The post How...
View ArticleAI: What to Do Now
Jeff and Jason synthesize the high points they learned from their interviews on AI. And, they recommend what firms should do now.The post AI: What to Do Now appeared first on Rattle and Pedal.
View ArticleReferrals. What Are They? How to Position Yourself to Get More of Them.
“Do good work and good things follow.” It’s the typical referral strategy of most firms. But it’s woefully incomplete. Jeff and Jason dig deep into what a referral is and how to earn more of them.The...
View ArticleReferrals: When and How to Ask for Them
If you want to actively pursue a referral strategy, when should you ask? And what should you say? Jeff and Jason dive into the mechanics of asking for referrals.The post Referrals: When and How to Ask...
View ArticleUsing Online Reviews to Drive Referrals with Katie Hollar of Clutch
Katie shares the methodology that online marketplaces like Clutch use to publish client reviews and suggests how firms can leverage them to drive a “flywheel through referrals.”The post Using Online...
View ArticleReferral Genealogy and Developing the Proper Referral Mindset with Brian...
Brian shares how to think about referrals, trace the genealogy of our best referral partners, and balance the critical push/pull of both giving and asking for them.The post Referral Genealogy and...
View ArticleBi-centennial: A Look Back at the Hits, “Near Misses” and Lessons Learned...
Jeff and Jason look back at the “killer” insights, occasional misteps, and the most important things they’ve learned from 5 years of podcasting.The post Bi-centennial: A Look Back at the Hits, “Near...
View ArticleIntellectual Capital: How to Make an Idea Truly Transformative with Art Zards
Jason and Jeff welcome expert speaking advisor, Art Zards, to explain why some ideas break through and transform the world around us. And, why others die before the applause even ends.The post...
View ArticleFortitude: The Key to Sustained Marketing Success
In many firms, Marketing fails because leadership prematurely gives up on its strategy. In this episode, Jeff and Jason break down why firms quit too soon and how to cultivate the virtue of fortitude...
View ArticleWho Should Be Your Firm’s Thought Leaders?
Picking the right “faces” for your firm is critical to the success of your growth strategy. Jeff and Jason discuss the characteristics of the best thought leaders.The post Who Should Be Your Firm’s...
View ArticleHow Firms and Software Companies Can Drive Business Together with Patrick...
Many of the fastest-growing firms are deeply embedded within software ecosystems. Patrick joins the show to explore the secret sauce that makes a partner strategy work.The post How Firms and Software...
View ArticleThe Credibility Crisis: Its Impact on Society, Business, and Professional...
We examine the growing credibility crisis shaking society, business, and professional services. Learn how declining trust in experts and institutions is reshaping decision-making. Featuring data from...
View ArticleDifferentiation: Is It Getting Harder? Or Easier?
From AI-enabled search to the growth of industry directories, the forces of the market are making it harder to differentiate a firm. Or are they?The post Differentiation: Is It Getting Harder? Or...
View ArticleHow AI is Changing Marketing’s Roles
How AI is reshaping six essential marketing roles—and what professional services firms must do to adapt, stay strategic, and stay competitive in an AI world.The post How AI is Changing Marketing’s...
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