• Humans are wonderful procrastinators. We’ll put off tomorrow what we should be doing today if given the chance. But for business owners trying to close deals, that means the competition includes inaction. So how do you avoid wasting time on a potential client that decides to do nothing?

  Try these 4 steps! From addressing a specific problem to identifying if clients are already willing to pay for it, these tips will help you eliminate customer procrastination and close more deals!

  In this video, you’ll learn:

  • 4 steps to fight inaction in potential clients
  • How to position yourself as a problem solver in your industry
  • Strategies to determine if clients are willing to pay for a solution to their problem
  • How to analyze problems to help establish your niche

• Founders of boutique professional service firms often struggle with building a firm that can run without them. And the challenge begins with separating the role of founder and CEO. Having an effective succession plan can help you do that.

  In this video, we walk through tactics to help multiply your own skills in others and finally remove yourself from the bottleneck. We also discuss the benefits of delegation and why the support around you is vital to the long-term success of your business.

• In this video, you’ll learn:

  • How to overcome the #1 issue professional service firm founders face
  • A step-by-step guide to succession planning
  • How to efficiently remove yourself from the bottleneck over time
  • Tips for delegation among staff
  • Where to leverage support for your firm

• Clients are often paralyzed when there’s no definitive price point for them to consider. So what are some alternative fee structures you can adopt to help move away from hourly billing? 

  In this video, we explain 6 alternative fee structures, how to use them for maximum impact, and the role they play in customer satisfaction.

  Join us to learn more about:

  • Retainers vs payment schedules
  • How to capitalize on efficient project scoping with fixed bids
  • The tremendous amount of upside in performance-based contracts
  • Additional opportunities to charge you might not think of
  • Alternative fee structures and the customer experience

No matter how strong your network is, you need to get to a point where you have a commercial sales engine. To do that, you need to understand the two types of sales leaders.

Discover the two types of sales leaders, how to build your own sales playbook based on the environment you’re in, and what to watch out for when hiring sales talent.

In this video, you’ll also learn:

• • The difference between builders and runners in sales
  • How to build a fundamental sales playbook for your firm
  • Why you need a prospecting methodology
  • How to manage your sales opportunities

As entrepreneurs, we often assume that potential clients are paying attention to us. They’re not. It’s our job to make sure they’re aware of all our capabilities. 

Join us as we unravel the impact a complimentary workshop can have and the value of maintaining a relationship with your legacy clients. We also share strategies to proactively look out for the best interest of your clients while also demonstrating your expertise.

In this video, you’ll learn:

• • How to make your clientele more aware of your service offerings
  • How to create growth through new service offerings
  • Best practices in promoting new services
  • Tactics to build client trust and increase opportunities

You can improve your ability to close deals simply by understanding a client’s evaluation criteria and the difference between the buying process and the decision-making process.

In this video, we identify factors that can cause a client’s evaluation criteria to change, break down key moments in the buying process and how they can impact the decision-making process, and provide actionable tactics to help you close more deals.

Watch this video for more on:

• • How to stay on top of evaluation criteria
    
  • The difference between the buying process and the decision-making process
    
  • Understanding trigger events and how they create opportunities
    
  • Questions to ask in loss reviews

If you can’t understand why your firm is losing deals, how are you going to make adjustments to improve your success rate?

In this video, we take a closer look at how to pinpoint why your firm is losing deals and what to do about it. We also explore the benefits of a win-loss program, how to make effective adjustments based on feedback, and how to use insights to accelerate success.

Watch to discover:

• • The feedback that’s worth addressing
  • The 3 benefits of a win-loss program
  • A strategy for collecting feedback
  • How to use win-loss analysis to accelerate success

Are you preparing to sell your firm but don’t know where to start? These 3 categories of relationships can help you make a successful exit, but they all require different approaches.

Find out how to build relationships with potential acquirers, when to build those relationships depending on the category they’re in, and how to efficiently prepare for when investors start calling.

In this video, you’ll learn:

1. • 3 categories of relationships to pay attention to
   • The right questions to ask potential buyers
   • When to pursue a long-term relationship vs a performance-based relationship
   • A strategy to help keep you prepared for when investors call

There’s a good time to sell your firm, and there’s a bad time. But how do you know when it’s the right time to exit?

Watch this video and discover the environmental factors that play into selling your firm, the value of knowing what’s happening in your niche, and how to prevent a situation where you’re forced to sell.

In this video, you’ll also learn:

• • 5 environmental factors that play into selling your firm
  • Why you need to understand deal activity in your industry
  • How to identify if your firm is sellable
  • The importance of landing your firm in an existing category

These videos are published weekly and hosted on our new YouTube channel called “Profiting in Professional Services“.

Every week, I talk to founders who, when asked what problem they solve, they respond with answers like “We do software development for the tech industry.” That very answer will and is likely limiting your growth.

Too many times, professional service firms are shopping around a solution rather than attacking a pervasive and valuable problem. But you can remedy that.

The Problem-Solution Framework gives you a clear path to more prospects into your business development funnel. We reveal 4 key attributes of a problem to look for, how to adjust your services to fit the framework, and why what you think doesn’t matter could be the missing piece to accelerate your growth.

Join us to discover:

• • The difference between looking for a solution vs looking for a problem
  • 4 key attributes of the Problem-Solution Framework
  • How to change your services to promote growth
  • What you think doesn’t matter in pro services

These videos are published weekly and hosted on our new YouTube channel called “Profiting in Professional Services“.