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The Great Convergence is Upon Us

One of the clearest trends in professional firms today is the convergence of the disciplines of design, business consulting and software engineering on the same client business challenges. This Great Convergence is pitting firms of radically different types against each other in the battle to best serve the client, and it’s creating new types of…

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Hacking Heuristics

David and Blair compare each other’s competitiveness and then offer some specific ways principals can actually collaborate with their competitors as a part of building beneficial business relationships.

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Quit Giving The Client What They Want

A mainstay of some agency new business conferences is a few highly coveted clients on the stage lecturing the agency audience on what they want from their agency partners that they’re not getting. While it would be foolish to dismiss these client entreaties out of hand, it would be just as foolish, I believe, to give them what they want.

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Hacking The Value Conversation

The value conversation is where value pricing theory goes to die. The difficulty in mastering this conversation is what causes most people to give up on value-based pricing completely and revert back to selling time and materials. It needn’t be so difficult, though.

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Project 2018: An Incredible Story of Success

I don’t care what you or I did in 2017. Good or bad, it’s done, and I’ve never been one for lingering too long in the past. A lot of people think that their past defines their future. That the things they can accomplish now and tomorrow are limited by what has happened previously. But that’s ridiculous. The wake doesn’t push the ship. You’re free to go wherever you want, do what you want and earn what you want in 2018, regardless of the reality that was in 2017.

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Protecting Your Superpower

You cannot fully understand a system from within the system. You cannot read the label from inside the jar. The thinking that got you here won’t get you there. It’s unlikely the problem will be solved from within the context it was created.

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