Finding those top 20% buyers

November 22, 2017

Yesterday I talked about Top 20% Buyers, companies that will pay a premium rate for your services. I got a great question that basically went like this: “How do I find those Top 20% Buyers?” Fan freaking tastic question! I have two top-level answers. 1) I don’t know (specifically for you) but 2) I have … Read more…

We’ll take the premium option please

November 21, 2017

The wildfires here in Sonoma County are contained, it’s been raining for the past week, and the focus now is cleanup of the burned-down houses. Each burned-down house generates literally tons of debris, and that’s before you account for potentially removing the heavy concrete foundation. (TIL that houses weigh ~200 lbs/square foot for single level homes, ~275 … Read more…

DSMB on Getting Started in Training

November 20, 2017

On November 30th at 1pm Pacific time, I’m hosting a Dev Shop Marketing Briefing with Reuven Lerner. Reuven will be giving a brief presentation and taking questions on how you, yes YOU, can get started providing technical training services. It’s free, but you must register in order to attend and ask questions live. Register here:  I … Read more…

Maybe in Slidell I’ll find my joy

November 19, 2017

—🎶🎶🎶— I don’t want you anymore Cause you took my joy I don’t want you anymore You took my joy You took my joy I want it back You took my joy I want it back I’m gonna go to west Memphis and look for my joy Go to west Memphis and look for my … Read more…

Losing my virginity

November 18, 2017

I remember my first time. He was a VP at a Fortune 1000 construction company. I was a lowly business writer, hired to write a case study for a client. I had never done it with someone so important at a large business. I had done everything I could to prepare for the interview, and … Read more…


November 17, 2017

I learned a new word recently: e-peening. It’s apparently the verb conjugation of e-peen, and it’s a word that’s used to describe someone who shows off online, usually making themselves look ridiculous in the process. If you need more detail on this exciting new addition to the English language, Urban Dictionary’s got you covered. Specialization … Read more…

Excuse me while I kiss this guy

November 16, 2017

Apparently one of the most misunderstood popular music lyrics is Jimmy Hendrix singing “Excuse me while I kiss the sky” in his song “Purple Haze”. I get that. It really does sound kind of like “Excuse me while I kiss this guy”. BTW, if you’d like to have 20 minutes sweetly stolen from you, do … Read more…

Knowing how vs. knowing why

November 15, 2017

The value you provide your clients is based largely on your expertise. If your first thought was “but I can’t know everything about _________” then I want to sit down with you right now and talk about what expertise really is. The “but I can’t know everything” knee-jerk reaction is actually just conflating knowledge with expertise. They’re not the same thing. Knowledge is knowing how to … Read more…

A Horizontal Expert Positioning Quandary

November 15, 2017

If you have expertise in a specific problem, how do you find your clients? That’s the question I dive into in this 20m episode of The Consulting Pipeline Podcast: Talk to you soon, -P

Specialization from Day 1

November 15, 2017

Should you specialize from day one of working for yourself? I have some guidance for you on this question: Talk to you soon, -P