Archive

Archive for the ‘Your Practice’ Category

A Day in the Office With Paul Kennedy: How One FirmTransitioned from Compliance to Advisory

April 20th, 2017

This is the story of how O’Byrne and Kennedy changed their business model from an unremarkable suburban compliance practice with 500 clients to a remarkable niche business advisory firm with 50 clients and in the process dramatically increased profitability, client loyalty, and team member engagement while having a life-changing impact on the clients they work with. Read more…

So you want better clients

July 4th, 2016

“Explain how I can attract and retain better quality clients” was one of the responses from 92% of the people who attended a webinar I presented last year in which I asked the following question: what are the top 3 questions you’d like me to answer in the book I’m writing on practice development? Read more…

The theater of service has been around for a long time

June 20th, 2016

I’ve been reading a biography on the Wright Brothers that describes in minute detail the hugely difficult process they went through to create an airplane. One of the side notes that caught my attention was a reference Read more…

The Why and the How to Measure Customer Lifetime Value

May 6th, 2016

They–the nameless and faceless people who make predictions about everything from the weather to the stock market–say it costs 6 times more to acquire a customer than it does to retain an existing customer. Interestingly, the literature contains references to acquisition to retention cost ratios ranging from 3:1 to 30:1. Quite frankly, I don’t know if the 6:1 metric is an urban myth or a thoroughly researched observation but I do believe Read more…

How you can get better clients

April 26th, 2016

Yesterday I had a conversation with one of our clients who asked: “how can I get better clients?” He believed the problem he had was a marketing challenge. Read more…

Let’s do something

March 5th, 2016

I recently finished reading Geoffrey Blainey’s A Very Short History of the World – all 450 pages of it! As interesting as it was, I’m so glad it was the short version. I came away from that book with a renewed appreciation of human accomplishment but that’s not want I want to talk about. Of the many things that resonated, one was Read more…

The Three Business Owner Types and Why You Need to Know Who They Are

January 16th, 2016

There are 3 basic types of people involved with business ownership. They are Investors, owner-managers who primarily work “IN” their business so we’ll call then IN-guys, and owner-managers who primarily work “ON” their business so we’ll call them ON-guys. If you want to grow the business advisory side of your firm you need Read more…

Client Selection: Do it Right and You’ll Do Your Banking in Cornsacks

January 1st, 2016

It was a dark and stormy night. The power was out and I heard the back door squeak. I was sure someone was in my kitchen. I called out but I couldn’t have expected what was about to happen … Read more…

Visions, Missions, Motherhoods, Engagement and Strategy

December 15th, 2015

The Gallup organization has been monitoring the level of employee engagement across national boundaries and industries for years. The numbers are not pretty. Gallup measures the degree of engagement based on employees’ ratings of key workplace elements such as having an opportunity to Read more…

Trash your annual performance reviews

October 26th, 2015

At our Bootcamps and other events one of the biggest and most important recommendations we made for getting team engagement was to stop doing annual performance reviews with your team members. I was reminded of this the other day when I saw a FB post from a good friend Michelle Golden in which she announced with deserved pride that the firm she is a Principal at, K-coe Isom, have abandoned doing annual reviews. Read more…