Category: Pro Serv Videos

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#1 Reason Why Your Firm Isn’t Growing: The Elephant and Rabbit Problem

#1 Reason Why Your Firm Isn’t Growing: The Elephant and Rabbit Problem

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A firm becomes the projects they do and the clients they sign over time. And if you’re not intentional about the type of work you provide, you can end up with scalability problems.

So how do you make sure you’re working with the right clients and positioning your business for growth? This becomes easier when comparing two animals: Rabbits and Elephants.

Explore the difference between elephant and rabbit businesses in this video, problems that arise when you accommodate both, and tactics to keep you disciplined as you scale.

Watch this video to learn more about:

    • Taking many clients at lower costs vs few clients at higher costs
    • How to identify and take advantage of gateway projects
    • Why you can’t scale by taking on different client types
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Generating More Revenue with New Service Offerings

Generating More Revenue with New Service Offerings

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Your revenue stream is going to remain limited if your firm only has one thing to sell. But you can expand that revenue stream with multiple service offerings related to the problems you solve for your clients.

In this video, we explore how to generate new service offerings, strategies for creating demand around new services, and how to showcase your full capability as a firm.

Tune in to discover:

    • The 7 ways to source ideas for generating new service offerings
    • Strategies to create demand around new service offerings
    • How to show your clients what problems your firm is capable of solving
    • Effective ways to gather evidence to identify client needs
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Building an Executive Leadership Team: Tips for the Pro Serve Founder

Building an Executive Leadership Team: Tips for the Pro Serve Founder

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In the early stages of your firm, you’ll hire inexperienced employees to maintain a tight budget. But when you enter the scale stage, that team won’t be enough.

You need an executive leadership team.

Many founders struggle to figure out how to navigate the obstacles that arise when building an executive leadership team. This video simplifies the process.

Watch this video for more on:

    • What an executive leadership team is
    • Why it’s important to have an executive leadership team
    • The right time to build an executive leadership team
    • The 3 ways to split executive leadership responsibilities
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Differentiation Strategies: Simple Tactics to Win More Clients

Differentiation Strategies: Simple Tactics to Win More Clients

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Harvard Business Professor, Michael Porter, created the roadmap for how to gain a competitive advantage in business with his 4 competitive strategies. But how do you pick the right strategy for your firm?

Let’s take a closer look at each of the strategies and examine use cases for each. In this video, we share how to choose the right strategy for you, how your strategy can evolve with your business, and the importance of a good reputation.

In this video, you’ll learn:

    • 4 strategies for competitive advantage
    • Why it’s important to change your strategy as your business evolves
    • The value of reputation in professional services
    • How to identify opportunities for differentiation
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Recruiting Employees: How to Navigate This Need as Your Firm Grows

Recruiting Employees: How to Navigate This Need as Your Firm Grows

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Pro serve founders know labor is our biggest expense – meaning recruiting isn’t optional, it’s mission-critical! But recruiting becomes more challenging as your business grows. Hiring 40 employees might require 200 interviews and 1,000 applicants. It requires a lot of time to expand your network and reach all those candidates. How can you navigate this effectively?

In this week’s video, Greg shares:

    • The 3 stages of business and employee types in each stage
    • 4 recruiting needs for professional service firms
    • The difference between an executive team and a manager of managers
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Founder vs CEO: Separating Leadership Roles

Founder vs CEO: Separating Leadership Roles

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If one person is doing two jobs, your ability to scale is limited – in fact, we’d argue that you can’t do both. So how do you split the roles of founder and CEO, and identify the best candidate to pass the torch to?

In this video, we examine the role of a founder vs CEO, how to identify and select the right person to move into the role of CEO, and how to clearly separate their responsibilities.

In this video, you’ll learn:

    • The difference between a top performer and a high-potential employee
    • What role corruption is and how to avoid it
    • The 4 numbers every founder should ask their CEO about in monthly meetings
    • The founder’s role in pursuing tomorrow’s business vs the CEO’s role in managing the day-to-day business
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Narrowing Your Ideal Client Profile: How to Sell More Services Easily

Narrowing Your Ideal Client Profile: How to Sell More Services Easily

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You can’t afford to have unhappy clients at your professional services firm. So how do you ensure you’re working with the right people at the right time?

Spreading your resources too thin prevents your business from dominating your niche. And the inability to say no to the wrong client can prevent you from having resources available when the right client comes around.

In this video, Greg explains how to nail down your ideal client profile, concentrate your scarce resources correctly and accelerate the pace of scale.

In this video, you’ll learn:

    • How to tighten up your ideal client profile
    • When to say no to sales to create room for better sales
    • Sales strategies and client types based on your ideal client profile
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Upselling and Cross-Selling: How to Sell More Services

Upselling and Cross-Selling: How to Sell More Services

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Generating expansion revenue from existing accounts is often neglected. So how can your team become more disciplined when it comes to upselling and cross-selling?

In this video, we discuss the value of upselling and cross-selling. We also offer ideas on how to get non-sales people within your organization to upsell and cross-sell, and why these functions are important if you want to sell your firm one day.

In this video, you’ll learn:

    • Why expansion revenue is critical for scaling your business
    • The power of the share of wallet exercise
    • The fundamentals of upselling and cross-selling
    • How to get non-sales people to upsell and cross-sell
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Should You Outsource Your Sales? 4 Ways to Know Yes or No

Should You Outsource Your Sales? 4 Ways to Know Yes or No

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It’s no secret that outsourced sales efforts can save your firm time and money. But that doesn’t mean you should jump right in. Deciding whether to outsource requires you to know the specific needs of every potential client.

In this video, Greg Alexander, founder of Collective 54 and Capital 54, examines four types of needs you’ll find in the field, how to identify them, how to best serve them based on their needs, and which needs are better suited for outsourced sales.

In this video, you’ll learn:

    • The 4 types of needs you encounter in the field
    • Scenarios that should make you hesitant about outsourcing sales
    • When it makes sense to outsource sales
    • Things to consider before you decide to outsource sales
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Should You Give Employees Equity?

Should You Give Employees Equity?

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Equity splits are the number one cause of business divorces and can cost you millions. So how do you ensure you not only get it right the first time but keep it right as your business evolves?

This week’s video lays the groundwork for it all. Join us to hear about the reasons you should care about equity in the first place, mistakes to avoid, criteria for signing equity, and when to make adjustments.

In this video, we also cover:

    • Six criteria for signing on equity
    • Dynamic equity splits vs static equity splits
    • What dead equity is and how to get rid of it
    • Why 50/50 splits almost never work
    • When to divide up equity

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