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Marketing; people-focused AND people-driven

High hit rates at your firm? Good for you, but no surprise. When you hear from a (potential) client, they’ve…

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Lifting the knowledge curse

As a subject matter expert, you are cursed. Cursed with knowledge. Wait. What? Isn’t knowledge a good thing? Well, yes. And…

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Marketing = managing by influence

Guess which C-suite execs quit their jobs after just a few years? Chief sustainability officers, chief diversity officers, and… chief…

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Prompts to better understand your clients

Here are 4 consecutive prompts to better understand your clients. And when I say clients, in this case I mean the…

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2 ways in which professional services marketing is different

Professional service marketing differs from other types of B2B marketing in 2 ways. 1) MBD as a key business activity…

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Boost your sales success

As a subject matter expert, you are largely responsible for doing your own sales. Did you know, there are a…

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A gift that keeps on giving

The end of the year is approaching rapidly. Let’s talk about gifts. When we signed the papers for our new…

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Your non-obvious advantages

Do you know your competitive advantage over your competitors? It’s very understandable if you don’t. As many subject matter experts…

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3 marketing traps and how to avoid them

Day in and day out, you’re busy marketing your services. This leaves you at risk of marketing nearsightedness or marketing myopia. According to…

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Let the market recognize you

Are you denying the market the possibility to recognize you as a credible expert? Over the past 13+ years, I…

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How not to lose your best MBD professionals

Many MBD teams struggle to keep up with the needs from their organization. While MBD services are in increasingly high…

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How to use LinkedIn in only 60 mins. / week

You may think you don’t have enough time to be active on LinkedIn. “Wrong,” says LinkedIn expert Wietske van Ierssel. One…

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Make your experts fans again

I hate to break it to you, but… your subject matter experts aren’t always the biggest fans of your marketing…

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Time to check-in with your clients

Year-end is an excellent time to check-in with your clients. Here’s what to talk about: The talking points above are…

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Selling trust

When you’re in professional services, what is it you’re marketing and selling? Exactly, trust. “Wait. What? I thought we were…

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