Episodes
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Productization (Again)
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Thirteen Signals Your Website Should Send
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Embrace the Marketing Mess
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Firms Most at Risk
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Pricing Resentment
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People vs. Profits
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Three Patterns of Lost Opportunities
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Why Clients Come, Stay, and Leave
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Is AI Going to Kill Labor-based Pricing?
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If I Were Starting a New Firm
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Decoy or Anchor?
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We Are All Closet Socialists
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Shower Your Way to Sales Success
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Why Entrepreneurs Are Unemployable
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The Problem of Mechanistic Thinking
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Oppositio Singularis: The Positioner's Folly
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Dealing With the Ghosting Problem
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Defending the Castle When the Moats Are Drained
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The Four Priorities of Winning New Business
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Understanding Earnouts
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Grow or Die?
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You're Cheating Clients Unless You're Repetitive
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How to Get $500M to Build a Website
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When a Key Employee Wants Equity
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SpamHack Your Way to Growth!
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What I Learned From Teaching Motorcycle Racing
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A DIY New Business System
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Dealing With Today's Employee
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There Is No Credential Meeting
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The Waterfall of Differentiation
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Always Be Anchoring
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What to Ask, Sign, and Share With a Potential Buyer
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The Power of a Metaphor
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Should You Entertain That Acquisition Offer?
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When Your Clients Talk to Each Other
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Facing an Existential Crisis?
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Who Should Set Prices?
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10 Reasons a Buyer Might Want Your Firm
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To Standardize or Customize
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Don't Bother Eating Your Veggies
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Adapting Hiring Strategies Over Time
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The Barbell of Pricing Risk
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Selling Your Professional Services Firm
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Questions, Not Answers
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Assume an Advantaged Player
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The Four Conversations: A New Model for Selling Expertise
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200th Episode Special
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How Account Managers Deliver Strategy
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How to Avoid Commodifying Your Offering
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Are Email Newsletter Even Viable Anymore?