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So you've embraced cross-serving over cross-selling. You understand that making partners heroes to their clients works better than turning them into reluctant salespeople. You're ready to implement the smart-questions approach that demonstrates strategic thinking rather than pushing services. But here's what happens next: You roll out the new strategy, train your partners on the methodology, and... results are still disappointing. What went wrong? Cross-serving success isn't

Your firm has tried for decades to recruit your partners to "sell" your services to their existing clients. They mandate that partners "collaborate more," create elaborate referral systems, and wonder why their cross-selling numbers are consistently disappointing. Here's the truth: Cross-selling (like that) doesn't work. And it never will. Why Cross-Selling Doesn't Work (And Never Will) Your firm has tried for decades to recruit your partners to "sell" your services to their

The science behind running efficiency mirrors communication effectiveness perfectly. When amateur joggers take longer strides, they often overstride—landing with their foot too far in front of their center of mass. This creates a braking force that actually slows them down while wasting energy. The same dynamic occurs in communication.

“The whole world is a very narrow bridge, and the most important thing is not to be afraid.”  — Rabbi Nachman of Breslov Leadership isn’t about choosing  whether to take a risk. It’s about recognizing you already have. You’re not standing at the edge of a decision, deciding whether to cross. You’re already on  the bridge. You’re leading a professional services firm through an environment that is fundamentally uncertain. Market shifts, talent transitions, evolving client expec

Post Hoc Ergo Propter Hoc In professional services, success often gets credited to the latest initiative, a new hire, or a flashy tech investment. This thinking falls into the trap of post hoc ergo propter hoc —Latin for "after this, therefore because of this." Just because something happened after a change doesn’t mean that change was the cause. This faulty logic has led too many firms to chase trends instead of doubling down on what truly drives results. The Pitfall of Assu

Professional services firms are notorious for trying to grow by doing more—more services, more clients, more outreach, more budget. But paradoxically, real growth comes from doing a specific amount (not less or more), more deliberately. Winning firms refine their focus, sharpen their expertise, and commit to a precise and structured approach that removes friction from scaling.  The Philosophy of Precision Growth At the heart of sustainable firm growth is an operating principl

Look, I get it. The AI revolution has everyone spooked. Every other LinkedIn post or Accounting Today article ponders your professional extinction and replacement by new silicon overlords. The prevailing wisdom seems to be that we should all start learning to code or prepare for early retirement. But here's the thing – we're all getting caught up in the wrong end of the story. Remember that climactic moment in The Wizard of Oz when Toto pulls back the curtain? The one where D

Remember when Siri first launched, and we all marveled at asking our phones basic questions? Fast forward to today, and that same conversational-style interface is revolutionizing business and all of humankind’s relationship with knowledge, information, insight, and creation. In fact, you probably use it already (e.g. ChatGPT, Claude, etc). Today, you can just ask a question on your laptop or phone in plain English, and it will leverage the ENTIRE INTERNET and human-like logi

Ever read it? In the fast-evolving world of professional services, the line between success  and survival  has all but disappeared. For many U.S. firms, the days of incremental improvement and broad-based services are over. The reality? To survive, you must succeed—and to succeed, you must specialize. This convergence isn’t just a trend; it’s an existential shift. The marketplace isn’t coasting; it’s coalescing. Competition is tighter, client expectations are sharper, and eme

What’s up, Rockstars? Welcome to Hitsville, CPA! We're all exploring AI's potential, but are you leveraging it as a fundamental growth driver, or are you just playing around? AI is amazing, and we can’t even imagine its limits nor the full impact it will have on our business. However, all applications of AI potential are not the same. I’m as susceptible to bells and whistles as anyone (if not more), but when it comes to optimizing our practices, our profits, and our firms wit