Building the Never Ending Pipeline for Professional Service Firms

In late 2021 I did a virtual workshop with a professional services firm. In the audience were business development managers, a couple full time business development professionals, and a lot of aspiring associates. We were addressing an anticipated problem: rebuilding the opportunity pipeline. This is a version of that workshop, minus the exercises. I will […]

Business Growth Strategy in Hours, Not Days

Strategy in Hours The following is taken from Chapter 3: The Vision – Strategy and Planning are Not the Same Thing, in my book, “The Human Being’s Guide to Business Growth.” It’s time for your first strategic vision exercise. The days of 5-year and 10-year plans are gone. Time and distance, regardless of your industry, is […]

Predictions – This time for printers and marketing agencies

Occasionally I’m asked to peer into the future and write about what I see. That happened last December. My friends at CANVAS magazine asked me to pen a few thoughts. You can read about it here: Bank on ’em (really, you should) from December 2018. Let me summarize some of my ideas for those who […]

Lessons Learned From Year 6 – Greg Chambers Annual Consulting Update

Lessons Learned From Year 6 ———————————————————— I usually send this note in October, on the rough anniversary of launching Chambers Pivot Industries, LLC, but for 2018 we’ll sneak it in with a day to spare. This is edition 6 (which is something like 72 in Greg-job-years). Each year I note 2 or 3 big lessons from […]

Millennials and Building for the Future

Millennials and Building for the Future What modern book would be complete without touching on the generational divide between millennials and their managers? As the parent of millennials and part of generation X with strong memories of hearing, “the problem with your generation,” I can offer a few insights based in work with clients. First, […]

The Future of Sales

The Future of Sales The constant news cycle centered around AI and machine learning forces leaders to consider where to apply this new knowledge and capability. Do we work strictly with existing data? What about security? Can it make my forecasts more accurate? And, if the robots are coming, when will they replace those pesky […]

How to Become A Successful Sales Manager

How to Become A Successful Sales Manager Two sales managers are promoted. Both are given teams of the same size, producing similar results, and are instructed to increase results. Both managers are given the same annual budgets, the same support systems, and report to the same VP. A year in, the VP notices a small […]

The Downward Pressure of Information on Seller Commissions

The Downward Pressure of Information on Seller Commissions If you’re a fan of sales and selling, this New York Times article on airplane seller Steve Varsano, owner of The Jet Business, is a page turner. Selling Airborne Opulence to the Upper Upper Upper Class Selling airplanes has been one of my go-to analogies when describing […]

Who holds the algorithms accountable?

Who holds the algorithms accountable? We are evaluating a new technological wonder, a soon to be indispensable part of this client’s martech stack. A proprietary algorithm that will power the growth of the company. It reminds me of a story about how the machines are building their own algorithms and that gets me wondering. Who […]

One Million Software Companies by 2027

One Million Software Companies by 2027 I’ve been thinking about this quote from Jay McBain at Forrester, “I estimate there are more than 100,000 software companies (ISVs) today around the world — up from 10,000 only 10 years ago. I wouldn’t be surprised. . . to see that number grow to 1 million by 2027.” […]