Why Customer Research Is the Growth Lever Most Firms Overlook
When we began doing customer research at Integral, I thought it would confirm what I already knew. Instead, it changed how we saw our business.
Relationships
Crossing the Tightrope: Leading Through Change
As CEOs of professional services firms, we often tell our clients, “What got you here won’t get you to the next level.” We say it with conviction because we’ve seen it play out at companies of all kinds.
Smoking Brisket and Leading Long Engagements: A Masterclass in Patience, Trust, and Timing
Early in my consulting career, I noticed something odd—smart, capable consultants showing up like robots. Great résumés. Fancy decks. But no humanity. No warmth. No soul. I remember sitting in a room of very senior executives as a 22-year-old with what I thought was a dumb question. My internal monologue went like this:
Why the Future of Professional Services Is Better with AI-Empowered Clients
Ever since artificial intelligence (AI) became widely accessible and democratized just a couple of years ago, a wave of uncertainty swept across professional service firms. The prevailing concern was clear: Will AI replace us? Will clients simply turn to AI tools instead of hiring experts who have spent years mastering their craft?
Getting Naked: Real Vulnerability for Lasting Client Relationships
Early in my consulting career, I noticed something odd—smart, capable consultants showing up like robots. Great résumés. Fancy decks. But no humanity. No warmth. No soul. I remember sitting in a room of very senior executives as a 22-year-old with what I thought was a dumb question. My internal monologue went like this:
The Founder’s Guide to Unlocking Advisory Gold
Eighteen months ago, I made one of the most pivotal decisions of my CEO journey: forming an Advisory Board of seasoned industry leaders for Waterhouse Brands. Their mentorship has been transformational — fueling our growth with insight you simply can’t Google.
How Founders Should Be Leveraging Their Time to Drive Growth—Especially if They Dislike Sales
As founders of professional services firms, C54 members know the value of every hour. Most feel they simply do not have enough hours in the week. Many admit that they do not get around to business development because they are wired, even trained to dislike “sales”, so when they look at their calendar, any other option seems more attractive. So today let’s talk about how to get the best leverage out of your business development time even if you hate selling.
Fostering Team Engagement and Knowledge Sharing with a Remote Workforce: The Power of a Daily Huddle
Owners of boutiques are either focused on growing, scaling or exiting their Proserv firms. This post is focused on those owners looking to scale their firms. Many of us struggle to scale, even after years of positive growth. I have heard this from many of my peers in Collective 54. I have experienced it myself. So what’s the problem? Why do we fail to scale?
The Power Of Perspective: How Creating An Ad Board Can Accelerate Results
Most leaders relate to the occasional insecurity that comes with entrepreneurship. While feeling alone in moments of uncertainty is uncomfortable, turns out it’s a normal part of the growth process.
I never would have come to this conclusion without the help of my firm’s Advisory (Ad) Board – a group of pros who have helped turbocharge my journey as Founder and CEO of Waterhouse Brands.
The Relationship Advantage: Creating Enduring Success in Client-Centered Consulting
I’ve always loved building relationships. It’s something that came naturally and felt second nature, so much so that I didn’t fully appreciate its value until I started a boutique consulting firm in 2011. Over time, I realized that relationships weren’t just an incidental part of our work—they were at the very core of our growth and success.