Category: Pro Serv Videos

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Pricing Strategy: How Much Should You Charge?

Pricing Strategy: How Much Should You Charge?

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How much should you charge for professional services? It’s not always as clear as you’d think, but you need to have a pricing strategy to scale your business. And coming up with a price is just the beginning. You also need to understand what your clients are willing to pay and how to explain why you charge the rate you do.

This video provides tips for identifying how much you should charge and demonstrates how to explain your rate to a client. 

In this video, you’ll learn:

    • How to use surveys to determine a clients willingness to pay
    • The benefits of experimenting with a variety of pricing strategies
    • How to navigate reference pricing in your pricing strategy
    • How to effectively differentiate your rate vs your competitors
    • Negotiation strategies within your pricing strategy
    • 3 strategic decisions to consider when determining how much you should charge
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A Strategy for Growth: How to Create Value for Clients

A Strategy for Growth: How to Create Value for Clients

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How do you make your firm more valuable for your clients? That’s the ultimate question. But what it comes down to isn’t as simple as X’s and O’s. Your business strategy needs to cover all the bases.

That means everyone understands the allocation of resources, your staff has a clear understanding of what’s required for customer satisfaction, and leadership knows what it takes to raise the skill level of the entire team.

In this video, we walk through the do’s and don’ts of an efficient business strategy to create more value for clients. 

In this video, you’ll learn:

    • The 3 resources a business strategy is built around
    • 4 data inputs that can help make your business more valuable to clients
    • How to create a business strategy that makes your business more valuable to clients
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Start scaling your business through delegation 

Start scaling your business through delegation 

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Did you know founders can actually prevent their business from scaling due to under-delegation?

Ask yourself how often your employees or contractors request your help with a task or challenge. If it’s a lot, you may be suffering from under delegation in your business.

In this video, Greg Alexander offers steps you can take to start scaling your business through delegation. 

In this video, you’ll learn:

    • The hidden cost of under delegation
    • How to overcome under delegation in business
    • Scaling through delegation
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Retaining Clients as You Scale: How to Manage the Customer Experience

Retaining Clients as You Scale: How to Manage the Customer Experience

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Growing your professional services firm requires a strategy for retaining clients. Knowing every detail of your product isn’t enough to scale. And delivering good work is simply table stakes. To retain clients as you scale, you need to be able to deliver an experience so memorable that your customers won’t want to go to anyone else.

In this video, Greg Alexander, founder of Collective 54 and Capital 54, shares how to successfully manage the customer experience. He also illustrates what a positive customer experience looks like for a pro serve firm.

In this video, you’ll learn:

    • Why product knowledge alone doesn’t help you retain clients
    • How to deliver an exceptional customer experience
    • Effective processes for customer experience management
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Marketing Professional Services: The 5 Competitors You Must Overcome

Marketing Professional Services: The 5 Competitors You Must Overcome

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Landing new business as a professional services firm requires you to have a strong value proposition – but you must also learn to overcome key competitors and alternatives, such as the ever-classic “we’ve decided to put this project on pause” objection. As a founder, it’s critical to know how to grow sales through the lens of competitors and alternative behavior.

In this video, you’ll learn:

    • The challenge of growing sales when faced with these 5 competitors/alternatives
    • The 5 categories of competition you need to overcome to win business
    • The sales and marketing reality founders must realize to grow
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The 9 Revenue Sources for Pro Serve Firms: How Many Are You Using?

The 9 Revenue Sources for Pro Serve Firms: How Many Are You Using?

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The 9 Revenue Sources for Pro Serve Firms: How Many Are You Using?

Discover the 9 common revenue sources for a successful professional services firm. Learn about the advantages and disadvantages of each and how you may be able to realize more revenue this year by diversifying or strengthening how your firm makes money.   

In this week’s video, Greg shares:

    • The 9 Sources of revenue in the professional services business model
    • Pros and cons of each, plus additional things to think about
    • How to identify which revenue sources are best for your pro serve firm
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Have You Structured Your Firm Effectively to Scale?

Have You Structured Your Firm Effectively to Scale?

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Have You Structured Your Firm Effectively to Scale?

The professional services org chart is unique. With labor as the highest expense in your firm, it’s critical that you get this right. In this video, Greg Alexander, Founder of Collective 54 and Capital 54, shares the common ways that professional services firms organize their teams, the pros and cons to consider, and how to decouple your rate of growth from headcount.

In this video, you’ll learn:

    • The 3 types of employees you need to structure your team
    • The Up-or-out pyramid in professional services and why it’s a go-to model, but pitfalls to watch out for
    • Professional services team structure and other considerations to preserve margins
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Selling Professional Services – Do You Need a Sales Team?

Selling Professional Services – Do You Need a Sales Team?

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Moving from Founder-Led Sales to a Commercial Sales Team

Are you relying on one person to generate business through referrals? The path from a small business to a market leader requires you to build out a professional commercial sales engine. In other words, you need a team of people, excluding the owners, that are bringing in work with a predictable and consistent process. Join us to learn about the attributes that make up the engine.

In this week’s video, Greg shares:

– How to build a team that doesn’t rely on the heroics of a few individuals

– Developing a consistent process for recruiting and training sales talent

– What you should know if you plan to exit your firm one day 

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Hiring Employees: Getting it Right for Your Pro Serv Firm

Hiring Employees: Getting it Right for Your Pro Serv Firm

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Have you ever said “Nobody can do what I do?” At Collective 54, we hear this a lot – but if you want to grow and scale a pro serve firm, you can’t be the hero. In fact, Most pro serve founders have more 90%+ of their net worth tied up in their firm. However, that worth will never be fully realized if you’re the linchpin in your own operation. A team is critical in solving this. 

In this week’s video, Greg shares:

      1. How to avoid the hero style management firm

      2. 3 key questions to ask yourself when scaling your business

      3. Signs you may be stuck in a lifestyle business and how a team can solve this

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