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The Vanquish Effect. Weekly insights on positioning, client acquisition and high-frame selling.
There is no way around the work
No "content strategy" can build a successful firm on its own and no "personal brand" can replace the work of actually getting in front of people who might buy from you.
May 22
Scale Destroys Lives
There is an appeal to building something large that is almost impossible to argue with until you have done it and had the chance to look back clearly at what it actually cost you.
May 22
Horizontal vs Vertical Positioning
The niching debate has two loud camps and both of them are wrong.
May 8
The Missing "Client Getting" Chapter
Why every book on building a consulting business stops just short of the only problem that actually matters
Apr 13
Expertise Is All That Ever Mattered
When someone spends serious money on an advisor, a consultant, or a firm, they are not paying for knowledge. They never were. Knowledge has always been available to anyone willing to look for it, and the increasing ease of accessing it changes nothing fundamental about what people are actually buying when they hire genuine expertise.
Apr 7
The Illusion Of Scale
Almost every founder and consultant I speak to eventually brings up scale, usually in the same breath as ambition, as though the two are inseparable. Build something big. Grow the headcount. Open another office. The assumption underneath it is that scale is the natural expression of a successful business, the thing you're working toward once the fundamentals are in place.
Apr 4
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