As professional services owners, we’re wired to solve problems and deliver results. But between daily firefighting and pursuing big goals, we can lose sight of something equally important: actually enjoying the work we’re doing and the relationships we’re building.
Business is fast, competitive, and always evolving. Whether you’re managing a small team or running a multimillion-dollar firm, being great at your craft isn’t enough. You’ve got to lead, grow, adapt, and keep up with the speed of change in tech, talent, and expectations. And let’s be real—knowing when to pivot is just as important as knowing how.
As you know, growth isn’t just about winning one more client or launching one more offering. Growth must be sustainable and intentional. For my firm, this means identifying and nurturing partnerships that expand our reach and increase our revenue.
Years ago, I was a young entrepreneur building a small firm from the ground up. Like many of you, I was hungry for growth, learning, and community. So I joined EO—the Entrepreneurs’ Organization—and it made a real difference in my life. The people I met, the forums I joined, and the events I attended helped me grow personally and professionally.
Growth. It’s the one constant we’re all chasing. More revenue. More Income. Higher valuation. Etc, etc,etc.
However, it doesn’t always go according to plan.
2023 saw a new high for my company as we increased revenues and income by almost 50% over the previous year. It was an exciting time that I – in my infinite wisdom – thought would go on. Because of course it would. Right?
In a market where visibility is fractured and trust is earned in milliseconds, how you plan for growth in 2026 will determine whether you lead or fall behind.
From May through August, most executive teams, whether at brands or professional services firms, are knee-deep in building strategies and budgets for the coming year. But many are using outdated models: departmental budgets created in isolation, growth projections rooted in past performance and plans that treat customer experience as a byproduct rather than a priority.
Most professional services firms generate 90% of their leads from just five channels, yet surprisingly few have a repeatable system to consistently capture these opportunities. If your boutique professional services firm struggles with predictable revenue growth, it’s likely because you haven’t fully optimized these critical sales channels.
Are you trying to impress your clients by doing more? It might be hurting your business and slowing your growth and scale journey.
It took me years to realize that running a profitable professional services firm made me a capital allocator. Not just a founder, not just a CEO, but someone responsible for making deliberate decisions about where profits go and what kind of future those decisions create.
Recruiting Strategy for Scaling Boutique Professional Services Firms
Recruiting is a critical task for boutique professional services firms looking to scale. As firms grow, the recruiting process evolves and becomes more complex. Here are some key strategies to consider:
