So if you aren’t as successful as you’d like, concentrate on fixing those things. And as your opportunities increase, don’t respond by matching your capacity to meet the additional opportunities. Under-build your capacity, instead, and have more “no” conversations.

information will determine whether you win or lose. Bill Gates

“An organization’s ability to learn and translate that learning into action rapidly is the ultimate competitive advantage,”

The most meaningful way to differentiate your company from your competitors, the best way to put distance between you and the crowd, is to do an outstanding job with information. How you gather, manage and use

Imagine a somewhat difficult conversation with one of your existing clients. You’re uncomfortable with the direction they want to pursue, particularly since you know they’ll be holding you partly responsible for the results.

a vertical identifier, and it would be easy to find these prospects because their issues are so similar that someone has already done the hard work of creating the water fountains around which they will all gather.

Welcome the truth. It’s always your friend.

Here’s how the math works: If your firm is pretty good

connecting door to the implementation room. But that bigger room is largely hidden to the public and is only there for the convenience of clients without any pressure to use it.