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Pro Serv Blogs

7 Reasons Why Founder-Led Sales Are Failing Your Firm’s Growth (and How to Break Free)

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In professional services, founder-led sales have been the lifeblood of growth for years. Many firms have thrived in their early days by relying on personal networks, referrals, and word-of-mouth.

However, as the landscape shifts, so does this model’s effectiveness. The way buyers make purchasing decisions has fundamentally changed, and the founder-driven, network-dependent approach is no longer enough to fuel sustainable growth. If you want to grow, scale, and ultimately exit your firm, the time to rethink your approach is now.

Pro Serv Blogs

Harnessing AI to Redefine Scale in Professional Service Firms: A Blueprint for the New Era of Profit

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The professional services industry has long faced an inherent challenge: scaling the business without proportionally scaling costs. Historically, every new client, project, or engagement has come with its own set of variable expenses, from employee time to specialized expertise. The arrival of artificial intelligence (AI), however, promises to turn this dynamic on its head by reducing the marginal cost of adding a new client to zero—or close to it. This shift is a game-changer, especially for firms in consulting, law, accounting, and other advisory domains where people have traditionally driven performance.

Pro Serv Blogs

Navigating Compensation Changes: Essential Insights for Professional Service Firm Founders

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In the dynamic world of professional services, from marketing agencies and consulting firms to providers of fractional executives, navigating the intricacies of co-founder compensation is a critical aspect of maintaining harmony and fairness within the leadership team. With approximately 80% of professional service firms operating as partnerships, the question of how to adjust partner compensation equitably is a recurring challenge.

Pro Serv Blogs

Scaling a Professional Services Firm is Like Traveling to the Moon – It Isn’t Rocket Science: Part 1 – The Moonshot

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Professional services firms face constant pressure to be creative and rise above the clutter. For executives, particularly CEOs and COOs, one of the most effective ways to break through is by leveraging the power of strategic partnerships. By forming alliances with complementary companies and key industry players, professional services leaders can expand service offerings, enter new markets, unlock new revenue streams, and maximize their return on investment (ROI).

Pro Serv Blogs

Core Values: The Secret Blueprint for Sustainable Business Success

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When it comes to shaping the future of your business, defining core values is essential. However, many founders delay this step far too long, leaving their culture to chance. In today’s workforce, especially with Gen Z leading the charge, culture reigns supremely. If your organization’s core values are not well-defined, it will not attract or retain top talent.

Pro Serv Blogs

How to Properly Pay Yourself as a Founder of a Boutique Professional Service Firm

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Founders of boutique professional service firms, such as consulting firms, marketing agencies, and software development firms, often face a common dilemma: how to structure their own compensation. This critical decision can lead to problematic outcomes: not paying oneself, underpaying, or overpaying. The solution lies in understanding and applying a dual-role compensation method that accurately reflects the value a founder brings to their firm.

Pro Serv Blogs

Unlocking Growth Via Strategic Partnerships and Ecosystem Building

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Professional services firms face constant pressure to be creative and rise above the clutter. For executives, particularly CEOs and COOs, one of the most effective ways to break through is by leveraging the power of strategic partnerships. By forming alliances with complementary companies and key industry players, professional services leaders can expand service offerings, enter new markets, unlock new revenue streams, and maximize their return on investment (ROI).

Pro Serv Blogs

Founders, This is How Your Finance Team Increases Your Valuation

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A close friend reached out to me after the company she founded failed its second due diligence. The buyer’s reasoning was harsh. “We don’t understand your numbers. And we think you don’t understand them either.”

Ouch.

Frustrated and anxious, she asked me: what does it take?

Only four things, I told her. Do this and I guarantee it won’t happen next time.

Pro Serv Blogs

Embracing The Fear – Learning to Grab Ahold of My New Responsibilities as a Founder

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Timing is everything. I became a firm shareholder just weeks before the start of the Great Recession. Years later, I became the sole owner. After stabilizing the firm after the exit of my majority partner, COVID-19 hit. Talk about bad luck. During those times, I was confident in the direction of the firm. Just keep spending time meeting client expectations. I wasn’t afraid – I was energized. My reward would be the eventual sale of my business.

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