Many professional service firms foolishly think the path to scalability is to become a software company. However, founders of service firms make more money than founders of software firms, generate more wealth for themselves at exit, and succeed much more often. In this session, we will help you avoid making the devastating mistake of trying to become a software company.
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.
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.
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.
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.
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.
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.
New service introduction is an essential component of scale. Use these strategies to raise client awareness.
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.
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.
