Benchmarks, metrics and measures play a critical role in projections, definitions and decisions. But what if the metrics are incomplete? What if the measure doesn't tell the whole story?

Here are a few (somewhat personal) thoughts, as presented at TEDx San Antonio 2013.

presentation slide1Moving From Reactive to Proactive


Many law firms deal with a cultural tension. For decades lawyers thrived as responsive professionals — meeting the needs of the clients that came their way. Pedigree and excellent work served to generate a reputation that spread. A practice that delivered, thrived. But today law firms face increasing competition.. The new challenges of generating organic growth often seem at odds with the history of the legal industry. This presentation, originally prepared for the Legal Sales and Service Organization, addresses how firms can deal with this tension, and embrace a more proactive approach to the development of new business.




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Creating Communication That Inspires Action

Developed for the Advertising Education Foundation’s University initiative, and presented at Tulane University, this talk focuses on four elements central to creating communication that rises above the noise of the marketplace, connects with a target audience, and creates the desired response.



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Research & Pricing — The Strategic Moves in Marketing a Professional Service

Strategic marketing means doing the work that takes the guess work out of your efforts, and tips the scales in your favor. This presentation focuses on two cornerstones of a strategic approach — the role each plays, and how rainmakers employ each to win the pursuit of new business.