Scaling a boutique pro serv firm requires an increase in contract value overt time.

Why?

An example:

5 business development reps each doing one deal per month at $100k per contract = $6 million/yr.

5 business development reps each doing one deal per month at $200k per contract = $12 million/yr.

The firm doubled the revenue without adding any business development headcount or expense. Thus, they scaled, i.e., more revenue same headcount.

Are your contracts big enough?

Here are the average contract values for small, medium, and large firms.

How do you compare?