LI-2026
LinkedIn Posts Jan-Dec 2026
If you run a consulting firm, “Jack of all trades” is killing sales.
If you run a consulting firm, “Jack of all trades” is killing sales. Look, if you’re building a house, you don’t ask the architect to do the brickwork. You don’t ask the plumber to be project manager. You hire the right trade for the job. Clients think
If I had just one metric to predict a firm’s future...
If I had just one metric, to predict a firm’s future, it would be conversations. Not just any conversation. Project conversations with decision influencers and budget holders. How many conversations must you have daily, weekly, monthly, annually - to make your number? Track them. Be accountable. Design your future.
Agency
I remember that first week in sales. I sat at my desk waiting for the phone to ring… It didn’t. Shocking as it seems now, that’s the way I thought it worked. Customers call into their rep and place orders. Surely with all the great marketing the company
I remember that first week in sales.
I remember that first week in sales. I sat at my desk waiting for the phone to ring… It didn’t. Shocking as it seems now, that’s the way I thought it worked. Customers call into their rep and place orders. Surely with all the great marketing the company
The paradox
If you lead a consulting firm, growth feels weird right now. Everywhere you look: More competition. More challenge. More change. And executives with problems that are: Non-trivial. Politically risky. Time-sensitive. Exactly the kind of problems your firm was built for. So why does growth feel… off? You can
If you lead a consulting firm, growth feels weird right now.
If you lead a consulting firm, growth feels weird right now. Everywhere you look: More competition. More challenge. More change. And executives with problems that are: Non-trivial. Politically risky. Time-sensitive. Exactly the kind of problems your firm was built for. So why does growth feel… off? You can
Réflexion
What are you waiting for permission to do? No one's coming to approve it. Do it or don't.
Upcoming newsletter
I've just finished writing the newsletter / briefing. 3 things that made me think differently this week. 1/ The danger of jumping into conversations without choosing a role. 2/ The 5am wake up call that created a new tool for my clients. 3/ The one unspoken barrier that silently
Stop saying priorities - there's no such thing.
Stop saying priorities - there's no such thing. Priority is singular, by definition. It is the one thing that comes before all others. What is your priority right now? What 3 goals support its achievement? Your supporting areas can be plural - that's cool, right? I sometimes obsess
Apparently I’ve still got it.
Apparently I’ve still got it. Though it’s not worth much to me. Fixing tech problems. I hardly ever talk about my early career. Troubleshooting IT problems at ICL. My boss gave me the thorny ones. The ones nobody else seemed to fix. And I’d sort them out.