2x Your Revenue with this Share of Wallet Exercise
Identify opportunities in your existing account base by conducting a share-of-wallet exercise. Learn how to get more of the shared wallet and how to identify obstacles.
Scale
Episode 142 – Why Recruiting for Sales Positions in Small Service Firms is Different and How to Adapt – Member Case by Carter Hopkins
Recruiting for sales positions in a small service firm is not the same as recruiting for sales positions in large service firm, or in a product company. This session will help you avoid making costly hiring mistakes as you build out your sales team.
Episode 141 – The Secret to Big Sales: How an Executive Sponsor Program and Executive Language Wins Clients – Member Case by Carajane Moore
What role should the Founder of a boutique professional service firm play in the process of acquiring new clients? That of an Executive Sponsor. And how can a Founder perform in this role with excellence? By using executive language. Attend this session and learn about executive sponsor programs and executive language.
Episode 139 – How to Use the Post Project Review to Scale Your Firm – Member Case by Nicole Merrill
Listening to clients intentionally is a core competency for service firms attempting to scale. There are 5 listening techniques appropriate for a boutique service firm. They are: 1- client advisory board, 2- post project reviews, 3- client satisfaction program, 4- win loss program, and 5- conferences. In this session, we take a deep dive on #2 post project reviews. Learn what they are, why they are required, the benefits they produce, and how and when to perform them.
Episode 138 – Journey Maps: What Are They, How Are They Used, and Why Every Professional Service Firm Needs Them – Member Case by Miles Kailburn
Quality work is table stakes, not a competitive advantage. Lots of firms deliver quality work and many clients cannot tell the difference between great work and average work. In contrast, the client experience is a powerful differentiator. Very few firms can deliver an outstanding client experience consistently. Those that can scale. The tool they use to do so is called a journey map. Attend this session and learn what a journey map is, and how to create and use them effectively.
Episode 137 – How a Fast Growth Service Firm Formalized Goal Setting to Get Focused – Member Case by Jason Mills
A strategy defines who you serve, what you do, how you do it, and how you do it differently. And a strategy begins with a clear set of goals. In this session, learn how a boutique adopted a formal goal setting methodology, called OKRs, to get focused on what matters most.
Expanding Your Services: How to Drive More Revenue in Your Firm
New service introduction is an essential component of scale. Use these strategies to raise client awareness.
Episode 136 – Why Podcasting Should be Part of a Professional Service Firms Marketing Mix – Member Case by Tom Schwab
Podcasting is a perfect marketing channel for boutique professional service firms. It allows a firm to authentically connect with its target market at scale cost effectively. Yet, many members are not taking advantage of this tool. This session will teach members how to leverage the podcasting channel to grow their firms.
The Stockdale Paradox: Scaling Your Professional Service Firm with Unyielding Optimism and Pragmatic Reality
Named after Admiral James Stockdale, this paradox is about maintaining unwavering faith that you can and will prevail, despite the most difficult circumstances, while at the same time, confronting the brutal facts of your current reality.
Episode 135 – How a Founder of a Consulting Firm Generates 98% Employee Retention by Deploying a Blame Free Culture – Member Case by George Jagodzinski
As a firm scales, bureaucracy creeps in and slows the growth trajectory. Culture is a substitute for bureaucracy, and it allows a boutique to retain its identity as it scales. In this session, members will learn how a founder built a powerful culture with a fully remote work force, and how it led to outstanding business results.