The Problem with 90-Day Rocks in a 9-Day World
Recently our community had a pretty heated debate about EOS – specifically, whether the Entrepreneurial Operating System is still the right framework for running a professional services firm in 2026.
Pro Serv Blogs
The AI Adoption Curve: What We’re Seeing in Collective 54
At Collective 54, I talk to hundreds of founders and executives of boutique professional services firms every year. Right now, AI comes up in almost every conversation. Where to start, what tools to use, how to get teams on board, and how to think about the future of the firm. We believe the future of professional services is becoming AI native, and everything we do as a community is oriented around helping firms get there.
Close the Gap Between What They Said and What You Heard
You just finished a big call. A real prospect. The kind that could change your year.
You took notes the entire time. Two pages. You feel good about it.
Here’s the problem: what you wrote down isn’t what they said. It’s what you heard. And those two things are not the same.
From ‘Sold Project’ to ‘Strategic Partner’: How to Grow Inside Existing Clients
Most professional services firms put the majority of their energy into winning new business. New logos, new pipelines, new pursuits. And while that matters, it often comes at the expense of the most overlooked growth opportunity sitting right in front of them: their existing clients.
The difference between firms that grow steadily and those that scale meaningfully is not just how well they sell; it’s how well they expand.
Your Next Sales Hire Has a 50% Chance of Failing. Here’s How to Beat the Odds
About half of sales leaders fail in their first 18–24 months. That’s according to Harvard Business Review. If you’re a founder hiring someone to sell your expertise, those aren’t great odds.
The cost of getting it wrong goes beyond money. It’s time, energy, culture, and credibility. You trusted someone to represent your firm. They didn’t deliver. Now you’re cleaning up the mess and starting over.
Planning for the Plateau: Why Consulting Firms Stall at $10M and How to Break Through
For many consulting firms, reaching $10 million in revenue feels like a major milestone. And it is. It signals product-market fit, a strong reputation, and a leadership team that knows how to sell and deliver. But for a surprising number of firms, it’s also where growth slows – or stops altogether.
Speed Isn’t About Execution. It’s About Decision-Making.
Artificial intelligence is changing professional services. Clients now expect work to be faster, cheaper, and better. For the purpose of this article, let’s focus on one: speed.
A few months ago, a client asked if we could complete a project in three weeks instead of eight.
In theory, yes. The work itself can now be done much faster.
But there was a catch.
Cash Flow vs. Profit: Why Profitable Companies Still Run Out of Money
It’s a financial paradox that baffles many business owners: the Income Statement shows a healthy profit, but the bank account balance keeps dropping. This disconnect is the key to understanding why profitable companies still run out of money. The simple truth is that profit does not equal cash.
The AI Lab: The Good, the Bad, and the Stuff That Blew Up in My Face
In the last blog I talked about why I’m deliberately disrupting my own consulting firm and dragging it toward an AI-first future. That was the aspirational part. The vision part. The “future of the firm” part.
Luck Is What Happens When Preparation Meets Opportunity
Seneca said it first. “Luck is what happens when preparation meets opportunity. “Founders love that quote. They put it on LinkedIn. They cite it in keynotes. Then they run their firm the same way they always have and wonder why the exit didn’t go the way they hoped. Most founders in professional services are not prepared. Not for the opportunity in front of them right now.