Blog:
The Competitive Advantage
January 7, 2026
Why Your 2026 Sales Plan Shouldn’t Look Anything Like 2025
“If you keep doin’ what you’re doin’… you’ll keep gettin’ what you’re gettin’.”
That’s one of my favorite business (and life) philosophies. It’s the southern version of, “The definition of insanity is to keep doing the same things over and over and expecting the results to change period.” And the thing is… it’s true.
Let me ask you this… did you (and/or your firm) hit your revenue goal in 2025? Statistics being what they are… you likely fell short. It happens. So, what are you going to do about it in 2026? Or better yet… what are you going to do differently in 2026 to ensure that you reach your goals?
Continue ReadingSeptember 8, 2025
30 minutes… 4 times a year
A message for agency owners and CEOs
I was on a call this morning with the Founder and CEO of a midsize firm in our industry. We were having a conversation about sales, part of which was how they were doing with their existing clients. Evidently, pretty good… according to him. “Our clients really like the work our firm is doing for them.” Great!
I followed that up by asking if he spent any time with his clients, particularly his largest accounts. He said, “Not really.”
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