Strategic planning involves identifying specific goals and defining the action steps necessary to realize those goals. The squishier the goals (a lofty business term, I know) the more difficult it is to map goal-oriented actions. This approach to planning a critical initiative had better come with a hefty dose of luck.

Continue Reading A Better Roadmap for Strategic Lateral Pursuits

Anyone building a professional service practice appreciates the value of relationships. A portfolio of dynamic connections is what fills a pipeline with new leads, referral sources and recurring engagements.

But staying in touch — creating and maintaining the kind of visibility that places you in the right place at the right time — can be a challenge.


Continue Reading 7 Tips For Professionals On Maintaining Visibility And Nurturing Relationships With Prospects

Leaders face a tall task in planning for 2021. With hopeful light at what appears to be  the end of the Covid-19 tunnel, it’s going to be tempting to try to make up for traction lost in 2020 in an effort to get back to “normal.”

This temptation is likely to result in multiple “strategic” projects and extra-long to-do-lists.


Continue Reading The Trick To Strategic Planning For 2021

PLEASE NOTE — Fair warning — this is an opinion post. The intent, as always, is to offer fodder for productive conversation; it is, however, less about business development, marketing and communication, and much more about what we value. As always, I am indebted to you for your time and interest. — EF

It is one thing to subscribe to a position because of a belief in alignment with deeply held values. Or to adopt a platform based on affinity for a cause. Or even to advocate based on an assumption that historical roots run deeper than individual predilections.


Continue Reading What Do We Value Most?

In the summer of 1969, with less technology than what exists in the device you’ll use to share today’s social media tidbits, human beings flew to the moon.

We’re so desensitized to the fact of the matter, that the impossibility of the idea in the 1960’s, not to mention the price that would be paid, is lost on us.

This post is about today — not history — but imagine it for a minute.  They flew to the moon!


Continue Reading We Can Do Impossible Things

The life expectancy of “no-one-saw-this-coming” as an explanation for stalled business development is going to run out soon. Or at least, wear thin.

So for everyone who still has a practice to grow, here is a 4-step plan for the last 4 months of a year none of us saw coming. Buckle up…we’ll make it a speed round (because time is wasting).


Continue Reading A 4-Step BizDev Plan For The Last 4 Months of This Year

This post was originally published by CMO-Whisperer.com.

I admit it — I’m teetering on the edge of stir crazy. Some days it doesn’t take much to push me over the edge. But— and I’m about to insult some very good seventh grade writers — an avalanche of middle-school-level headlines attempting to capture my attention have set me on edge.


Continue Reading Glazed Over Eyes Don’t Count As Impressions