Lamprophony
Blog

Notes on revenue infrastructure, professional services BD, and the work that actually moves the needle.

Working notes for firm principals and the operators who run them.

  • The Discipline Problem You Don't Have

    If your business development runs hot and cold, the problem probably isn't your discipline. It's a missing system, and here is why the difference matters.

  • You Don't Need More Discipline. You Need Running Shoes Next to the Bed.

    Most professional services owners think their hot-and-cold pipeline is a discipline problem, so they resolve to try harder. It works for about two weeks. Here's why the problem was never your willpower, and what actually fixes it.

  • The Close Rate That Was Measuring the Wrong Thing

    A capable professional told me his close rate was 70%, and he had every reason to believe it. Then I asked where his last ten deals came from. Every one was a warm referral. That isn't a close rate; it's a measure of how well other people pre-sell you before you open your mouth. Why the number you're proud of might be measuring the wrong thing, and how to find the one that's actually true.

  • Every Page Is a Choice

    Most websites bury what you came for under interruption because the clutter wins on the dashboard. Here is the case for the opposite, and why it is really about how a business earns attention.

  • The Habit Myth You've Been Repeating

    The famous 66-day rule is a misquote. Here is what the study actually found, and why the real version is more useful.

  • The autonomy pitch: why your business doesn't need AI, and what it actually needs

    Most boutique firm owners are getting pitched AI services they don't need to solve problems they haven't actually diagnosed. Here's the question that comes before any of those pitches.