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Kevin -- one cannot cut their way to greatness. Growth is important, organic is best. I really liked your take on focus at your blog.

Drew -- and yet people often leave money on the table in the long term when they do not focus on the underlying needs of their customers. You reminded me of many a conversation on sales ;-)

Patrick -- ah, you touch upon something that is universally needed and very few inspire -- the testimonial. I may do a post on this as I have enough opinion and experience... what I'd say is deliver exceptionally well and get to the story. I think the format used for case studies in by and large boring.

Valeria,
I like your approach because you're building the relationship and getting in good with the client which in turn makes it so much easier to get them to agree to use them as a case study.

Any advice on pitching customers to get them to do a case study. Many of ours don't like us to use their name.

-Pat

I think one of the biggest challenges a business owner/leader faces is the counter intuitive "leaving money on the table." But the ability to define and recognize right and wrong client fits is one of the cornerstone skills of a successful business.

Right sizing is just smart business.

Drew

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