You’re Already Serving Me. Now Sell To Me. A Conversation with David Ryan.
David Ryan, founder of Gray Matters Group, joins Jason and Jeff to share his unique approach to growing the business development function of a professional services firm by empowering billable...
View ArticleAre You Enabling Sales or Just Supporting It?
There are a lot of firms who have a sales support function masquerading as marketing. So what are the things marketing should be doing in professional services firm to enable sales, rather than just...
View ArticleThe Battle for Mindshare in Sales Training: CEB (Gartner) vs. RAIN Group
Two different consulting firms, two different views on sales training. So what sales methodology does each firm believe in and is one better than the other? A winner will be declared. Take a listen to...
View ArticlePatience, Discipline and Truth-Seeking: Critical Capabilities of the Best...
Part 1 of a two-part series on exceptional thought leadership marketers. In this episode, Jason shares three of the seven capabilities of the best thought leadership marketers based on Rattleback’s...
View ArticleShaping, Building, Enlightening and Driving: All the Rest We Learned From the...
The second episode in a two-part series on exceptional thought leadership marketers. Learn about the other four (out of seven) capabilities of the best thought leadership marketers based on...
View ArticleBattling the Monster: Applying 3 Classic Storytelling Frameworks to Firm...
A great story, well told, has the power to leave a lasting impression and even inspire action. And when done right, storytelling can do powerful things for firm marketing. Learn about three classic...
View ArticleComedy & Tragedy: Leveraging 4 More Story Plots in Your Marketing Activities
This episode continues the conversation on classing storytelling frameworks that can be used in firm marketing. Jason and Jeff pick up where they left off last episode and discuss the last four story...
View ArticlePOV – It’s Time to Get One
A compelling point-of-view. It’s your firm’s central philosophy that can attract clients, and repel others. While the thought of repelling clients doesn’t sound ideal, you can actually drive away...
View ArticleBrands, Frameworks & Models: Oh My!
Brand initiatives in a professional services firm can be a bit complicated. Often times it’s because questions further upstream haven’t been answered. In this episode we’ll talk about what those...
View ArticleLet’s Get Radical – An Interview About POVs with Jody Padar, Author of The...
Jody Padar, CPA and author of The Radical CPA, joins Jason and Jeff to talk about her radical point of view and how its changing the CPA profession.The post Let’s Get Radical – An Interview About POVs...
View ArticleDissecting the McKinsey Rebrand from the Outside
McKinsey & Company recently underwent a rebrand. While the changes they made may be subtle, the reasons for them are important. Jason and Jeff share their (somewhat opposing) opinions on the...
View ArticleMarketing Heroes—Who’s Shaped Your World View?
If you had to name the people who have had the most influence on you in the world of marketing and business, who would be on your list? Jason and Jeff share the people on theirs.The post Marketing...
View ArticleThe Typical Mistakes Firms Make When Launching a New Service
Many professional services firms run into mistakes when they try to launch a new service, most of which could be a avoided with a little due diligence. Jason and Jeff discuss what due diligence should...
View ArticleHow to Develop and Launch a New Service
In the second episode of a three-part series on launching and ending services in professional services firms, Jason and Jeff talk about how practice leaders can take a successful engagement and turn it...
View ArticleHow to Kill a Practice
There comes a time when you just have have to put a practice to rest. But how do you know when that time has come? And how can you go about it? Jason and Jeff talk through how a professional services...
View ArticleAcquisitions—How to Have a Successful Integration
Whether you’re the marketing leader of a firm that was just acquired or of the firm that did the acquiring, Jason and Jeff share what you should be thinking about to make sure the integration is...
View ArticleProductization—Turning Your Service into a SaaS Product
Have you ever considered turning one of your services into a product? In this episode, Jason and Jeff share reasons why you might consider it, how to do it, the challenges associated with it, and...
View ArticleMarketing Heroes—Who’s Shaped Your World View? Part 2
Jason and Jeff continue the discussion on the people who have influenced them in their careers and in their thinking on marketing and business.The post Marketing Heroes—Who’s Shaped Your World View?...
View ArticleMarketing Villains—The Fads and Campaigns We Love to Hate
We’ve talked about marketing heroes—now we talk about the villains. In this episode, we share some of the marketing fads and campaigns that have influenced society and our culture and affected...
View ArticleWho Run Bartertown? Google…Google Runs Bartertown (and Everything Else)
As the central node on the world’s information network, Google has literally re-shaped the way we think. In this episode we talk about the role of Google in professional services marketing and how the...
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