That’s why I started my own research business 22 years ago (wow!) I was working for a big research company and, having shown that I could talk and knew what I was talking about, they took me out of doing projects and into sales. I would meet with potential clients, sell them a project and then turn it over to a junior staffer who had little experience or knowledge. Then I would travel with that person to deliver the research. Essentially, I was a “front” for the project.

This didn’t sit well with me. I found myself presenting research with holes in it. I didn’t have enough time to thoroughly analyze it. The work just wasn’t good enough, and I was asked to put my name on it.

That’s why I went off on my own. If I was going to sell, I had to have total confidence in what I was selling. I had to be in control from start to finish. I had to deliver outstanding work…my clients deserved nothing less.

Now, this is no way to build an “organization.” In any given year, there are a limited number of projects that I’m going to be able to invest the time necessary to deliver outstanding work. But it is the way to deliver great research.

Which is a lot more satisfying than “cranking it out”!