This is the second post in a series I’m writing on running a services business.
Also, For the sake of this conversation, I’m discussing services in the context of people who want to grow their business significantly, as opposed to maintaining some sort of local maximum.
Many services businesses achieve stable success leveraging their personal networks and local community. As I wrote in the first post in this series, though, those sources of new business can be a local maximum for a company that wants to scale. Large, densely-packed metro areas lessen the effects of the ceiling, but those environments are generally much more competitive and noisy.
No matter where you are, though, if you want to grow a services business, there are generally two main paths (in my observation and experience, at least) companies tend to follow. (There are certainly hybrid business models, but that’s another post for another day.)
My working names for the two paths are “productization and commoditization” and “specialization and customization.” Today we will talk about productization and commoditization.
Continue reading Quick Observations on Services Businesses (Part 2): Productization and Commoditization
I’m writing a short series of posts about observations I’ve made after transitioning from running a more direct-to-consumer focused business to running a B2B services business.
For a long time now I’ve been working to build out world class data-driven marketing infrastructure and teams, and most recently I’ve assembled a team that helps other companies do the same. It’s a services business called Yield Group that helps companies collect and use the data that will help them grow.
It’s been a fascinating experience coming off the heels of running a company that was primarily direct-to-consumer with a focused set of products. One of the most interesting differences to contemplate has been how services businesses scale.
Continue reading Quick Observations on Services Businesses (Part 1): Scaling is Completely Different
This is the fourth post in an ongoing series about the transition from maker to manager.
I still remember the one of the first descriptions of leadership I heard from a successful business person that I instinctively felt was wrong. I was young, early in my career, and the CEO who ran the company I worked at had joined a meeting about a project assigned to my boss’ team.
I can’t remember the specifics of the project, but I do know that it had encountered some sort of difficulty and the CEO was stepping in to help get things back on track. Seeing the primary leader of the business ’get their hands dirty’ with the team, especially alongside a young, inexperienced person like me was encouraging and felt right somehow—a salve for the notion that executives use hierarchy to shield themselves from the actual work being done.
Towards the end of the meeting, though, the CEO said this:
Continue reading From Maker To Manager: Making Yourself Unnecessary
It’s not good that I’m in this meeting. My goal is to make myself unnecessary, so you need to figure this out on your own next time.
I was recently invited to an event about digital marketing. At the beginning of the talk, I mentioned that the material included lessons learned from The Iron Yard, a company I co-founded and helped to run for over five years. (The Iron Yard was at one time the world’s largest in-person code school.)
After the talk, an older gentleman came up to me and said, “I’d like to have a word with you.” Not sure whether to expect praise or reprimand, I said, “I’d love to talk,” and stepped aside with him. As he pulled out his phone, he told me that during the talk, he’d sent a message to his grandson letting him know that he was at a talk being given by on of the founders of The Iron Yard.
Continue reading The End of an Incredible Adventure with The Iron Yard
Over the past few weeks I’ve had conversations with a variety of people about the marketing/sales funnel, which I wrote about recently. Even though many would a consider clear understanding of where you’re customers are coming from—and how to scale those channels—an essential part of business (which it is), many companies simply haven’t defined their marketing/sales funnel.
For those who have an intimate understanding of their funnel, the temptation is to be critical of businesses who don’t. When you step back, though, the context for most companies without a funnel is understandable and, in some cases, even justifiable.
Continue reading Why So Many Businesses Don’t Have a Marketing/Sales Funnel
A few weeks ago I gave a talk explaining some of the lessons I’d learned about marketing as I helped grow The Iron Yard. As I reviewed my presentation with the conference organizer, one slide towards the beginning caught his attention. Here it is:
His advice on that slide was, “you should explain what the marketing funnel is. Not everyone will know what that term means.” His observation was a great reminder that, when you are fully steeped in a discipline, concepts that are second-nature to you probably aren’t to people outside of that discipline.
Continue reading The Amazing Marketing/Sales Funnel
286 days have passed between the last post I published and this one, which is quite a long while as far as I’m concerned. In reality, though, 3/4 of a year of dormancy probably isn’t that bad relative to the general entropy facing long-form blogs, though I don’t have the statics to prove it. Either way, I’d like to think that I’m back in action.
I have many reasons to resurrect this inert writing project: I truly enjoy writing. I’ve made fascinating connections through sharing my thoughts on the web. But the most important reason surprised me: I could feel the effects of not writing.
Continue reading Writing Keeps Me Sharp
Recently, while working through a list of agenda items with several people on my team, I noticed a new feature in Google Docs: recognition of what is likely an action time and a suggestion to create a task for the person mentioned.
This has been a common theme for Google products over the last few years. From consolidating travel information into easily-actionable bundles via Inbox to offering suggested analyses of data in Google Sheets, their ability to turn raw data sources into semantic, proactive features for users is impressive to say the least. (If you’re unfamiliar with these features, click on the “Explore” icon in the bottom right of your screen next time you open a document in Google Drive.)
Continue reading Is Google Making File Organization Irrelevant?
This is the seventeenth post in a series on productivity. The articles are based on content from a workshop I led at The Makers Summit.
It seems there are an increasing number of people raising concerns about the mental consequences that digital devices have on us, specifically our attention spans and ability to maintain focus. I’ve written about this before:
Whether it’s an email notification or a habit of checking Twitter in the middle of a hard task that taxes your mind, each time we entertain a distraction it guts our productivity in a way that’s hard to perceive experientially. Quite literally, hours of focused work can slip away from us and we don’t notice (except for not feeling productive or wishing we’d accomplished more).
Continue reading Productivity Hacking: The Source of Distractedness
2016 has certainly been a surprising political year for many people. Many words have been written from every perspective about the how and why of campaigns and elections happening the way they did (and what it means for the future). In my admittedly limited study of coverage, though, I’ve been surprised that many people view what has transpired as novel, unprecedented, even.
The political events of the past year certainly have new characteristics, but a review of history reveals that, while perhaps not common, shocking governmental upsets, defamation and fake news are anything but neoteric.
Continue reading History Repeats Itself