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Outcomes over Process: The Key to Business Success

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Nick Saban, one of the greatest college football coaches of all time, famously preaches that success comes from focusing on the process rather than the outcome. While this philosophy works well on the football field, business operates under a different set of rules. Unlike football, where plays and strategies are highly controlled, the business world is filled with unpredictable variables. That’s why, as leaders, we must prioritize outcomes over processes while still respecting the importance of a strong operational foundation.

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Navigating Through the Storm: A Founder’s Tale of Resilience and Redemption

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In today’s fast-paced, digitally-transformed business landscape, particularly within the consulting industry, the concept of time off—or Paid Time Off (PTO)—has become a linchpin in the realm of employee satisfaction and firm culture. For boutique consulting firm founders crafting an effective and competitive time-off policy is not just an administrative task—it’s a strategic tool.

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How Founders Should Be Leveraging Their Time to Drive Growth—Especially if They Dislike Sales

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As founders of professional services firms, C54 members know the value of every hour. Most feel they simply do not have enough hours in the week. Many admit that they do not get around to business development because they are wired, even trained to dislike “sales”, so when they look at their calendar, any other option seems more attractive. So today let’s talk about how to get the best leverage out of your business development time even if you hate selling.

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How the Best Founders Close the Biggest Sales

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The biggest deals of any small to mid-sized company are closed by the founder. Period.

In principle I don’t like this fact. If I hire salespeople, pay them well, give them a target for growth and larger sales, I expect them to close the deals. It’s their job, right? I hear from founders of companies frequently their frustration that, “I have to close all of the big sales myself.” It’s an obvious desire to delegate, but on big sales, it doesn’t work that way.

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The Value (and Challenge) of Forecasting Accuracy

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In any business an accurate forecast is one of the most valuable things one can achieve. An accurate forecast is the basis of effective resources planning and reduction of risk in the business. As we think about recruiting, hiring, and resources without an accurate forecast, our plans are merely guesses. Many of us are also thinking about maximizing our exit valuation. The ability to forecast accurately reduces business risk significantly thereby increases business value.

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The Top 10 Business Theories Used in Product Companies and Why They Fail in Service Firms

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The business world is flooded with theories that claim to drive growth, improve efficiency, and maximize profit. Many of these theories emerge from product-based companies, tech startups, manufacturing firms, and consumer goods giants, where scaling is a matter of producing and distributing more units. However, when these same theories are applied to service firms, they often fall flat. Why? Because professional services businesses operate on fundamentally different principles: expertise, client relationships, and human capital.

Pro Serv Blogs

Crafting Effective Time Off Policies in Boutique Consulting Firms

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In today’s fast-paced, digitally-transformed business landscape, particularly within the consulting industry, the concept of time off—or Paid Time Off (PTO)—has become a linchpin in the realm of employee satisfaction and firm culture. For boutique consulting firm founders crafting an effective and competitive time-off policy is not just an administrative task—it’s a strategic tool.

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