Strategic Planning for 2023
Includes Q&A - with Duncan
Thursday, October 20th at 12 pm ET
By refining your plan for the coming year over the next few months, rather than on a Sunday evening over the holidays in December, you'll create a plan that better serves you and your team, is more actionable and predictable, and consists of goals that are balanced, clear and attainable.
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Proven Strategies Blog

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2022-09-15 • 20 second read

Being financially competent is not enough to acquire a business.

If you want to set yourself apart from other buyers, listen to what the seller wants and understand their objectives.

With your interests aligned, your chances of securing the deal drastically increase! In this episode, Katie Bruner and I discuss the key factors (both financial and non-financial) that affect your ability to secure M&A deals. Stream it (or download it for later) by clicking here: https://bit.ly/AODM_ep27

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2022-09-14 • 20 second read

When it comes to client acquisition and business development, the most enlightened philosophy is that of stewardship, not salesmanship. Salesmanship asks a client to buy something, chasing them with closing techniques and trying to convince them to take action. Stewardship asks a client to buy into something, attracting them with a process-driven, win-win approach, and letting them come to their own conclusions – convincing themselves with reason and self-motivation.

Why is this so important? In the world of transactional one-off encounters, salesmanship is used to drive business and capture a buyer’s fleeting enthusiasm before their intent diminishes, but you’re not selling a car. This is not a transaction. Your value must be bought, not sold. Salesmanship seeped into the F4S world as a way to drive business. At conferences, language like “You eat what you kill,” “You’re a hunter gathering assets,” “Squeeze more juice out of the orange to gain more wallet share,” “Increase your net-new households,” “Open up new accounts” and “You have to drive production,” became common. The problem is, that kind of jargon is from the lexicon of the coin-operated brokers of the world.

Download Chapter 1 of my new book The Blue Square Method for free: thebluesquaremethod.com

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2022-09-13 • 2 minute read

Your technical ability is a foundation to build on. It’s promissory on an outcome and the performance of your core deliverables, and you don’t want to be living and dying strictly by that sword. Practice management is promissory on a client experience – it represents what it means to be your client over the lifetime of the relationship…

Click here to read more on LinkedIn

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2022-09-12 • 20 second read

Respect Your Natural Capacity - Duncan’s European Road Trip

Continuing his European Road Trip, Duncan is in Nuremberg, Germany where he discusses Little’s Law and your natural capacity.

Click here to watch on YouTube

Visit thebluesquaremethod.com to get your copy, or to download the Chapter 1 for free.

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2022-09-08 • 20 second read

How to Find Your Ideal Match in M&A with Katie Bruner

Purchasing power, operational processes, client experience, core values…There are several nuances you might consider while screening potential buyers/sellers.

Such due diligence is key to finding your ideal match in M&A.

In this episode, Duncan MacPherson talks to Katie Bruner, managing partner at SkyView Partners. They share the ultimate “acquisition checklist” that helps buyers in winning deals and sellers in weeding out unqualified purchasers.

Katie discusses:  

  • Key factors (both financial and non-financial) that affect your ability to secure M&A deals
  • How to ensure greater client retention after an acquisition
  • The “intent, consent, implement” process of finding the right-fit partner
  • How current market volatility is influencing the M&A landscape
  • And more

Tune in now (or download it for later!) by clicking here: https://bit.ly/AODM_ep27

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2022-09-07 • 20 second read

Our clients wanted to make more money and be more productive and efficient, and drive the value of their business higher. It’s not as if there was an emptiness in any of that as an achievement. They simply pushed to add more meaning to their success. Our consultations often shifted to discussing how to engage their team more fully to achieve these breakthroughs. Our clients started to decline bringing on new clients that weren’t aligned with their ideal client profile and even started disassociating from clients who weren’t a good fit, respectfully right-sizing their client base. As one of our graduates so eloquently put it, “Life is too short to have a crappy client.”

This is an excerpt of the newly-released book ‘The Blue Square Method’ by Duncan MacPherson and Chris Jeppesen. Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-09-06 • 2 minute read

It’s important to be deliberate, intentional and unwavering with the clients you choose to surround yourself with. It’s just as important with the members of your team. There is an accretive, collaborative array of benefits that come with the right philosophy.

Click here to read more on LinkedIn

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2022-09-05 • 4 min video

Continuing his European Road Trip, Duncan is in Lucerne, Switzerland where he discusses the art and science of leadership, directional stewardship, and his newly released book, The Blue Square Method.

Click here to watch on YouTube

Visit thebluesquaremethod.com to get your copy, or to download the Chapter 1 for free.

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2022-09-02 • 20 second read

If you think about your credentials and the time you’ve invested into your core competency, nobody wanted your success more than you did. You were highly motivated. Here is your next opportunity. Apply the same level of motivation, importance and effort to practice management and relationship management as you do to your technical ability. This will unlock another level of progress. Yes, you’re (1) managing the quality and impact of the core deliverables you provide, you’re also (2) managing a business that creates a client experience and you’re (3) managing how clients perceive and describe you to others. Dial all three of those numbers into the combination and the vault will open.

This is an excerpt of the newly-released book ‘The Blue Square Method’ by Duncan MacPherson and Chris Jeppesen.

Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-09-01 • 4 min video

Continuing his European Road Trip, Duncan is in Basel, Switzerland where he discusses world currencies, inflation, and his newly released book, The Blue Square Method.

Click here to watch on YouTube

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