Monthly Archives: July 2009


A nod to Patrick McKenna

A few days ago, I posted a long thank-you list, expressing my gratitude to people who helped me with my new book, The Integration Imperative.  Buried in that list was Patrick McKenna, who deserves a special nod for his early enthusiasm for my work, encouragement to forge ahead and incredible network of senior-level professional service

My heartfelt thanks for helping me with The Integration Imperative

I'm getting many compliments about having just published The Integration Imperative. But I couldn't have done it without the help of so many people!  Such as.... My 2006 co-authored study advisors: In 2006 I co-published with Larry Bodine the findings of a significant research project, "Increasing Marketing Effectiveness at Professional Firms." Larry’s enthusiasm and generosity helped create a viable springboard

A CMO survey that includes B2B services!

Great to see a survey that covers topics like "Firm Growth Strategies" and "Marketing Organization and Leadership," and that features a slice of results relevant to B2B service marketers.  It's The CMO Survey, sponsored twice a year by Duke's Fuqua School of Business and the American Marketing Association. I especially like the easy-to-digest slide show of the

For small PSFs, teaming and joint venturing could help ride out a recession

This spring, I facilitated a panel discussion at the ACEC annual conference about how small professional service firms can grow their businesses by teaming up or entering into joint ventures with other firms.  If undertaken as a strategic long-term move, and not a last-minute tactical grab to survive a recession, it could be a smart way to compete.   Here's a

The Integration Imperative is published!

Even though I've published a book before, it's always a thrill to see a new creation hit the marketplace.  For those of you who have produced a significant piece of intellectual capital like this, it's very satisfying to see it come to fruition. I owe thanks to many people for contributing to The Integration Imperative. Watch

Breaking Out of Old Patterns

I'm about to publish my new book, The Integration Imperative. It's full of examples about how professional service firms (PSFs) are successfully breaking out of old patterns to improve their marketing and selling effectiveness. But I'm always mindful of their traditional cultures. Most PSFs (and many B2B service firms) were built from a partnership structure. Consensus is