Bad Fit Clients: How to Avoid Costly Mistakes That Hinder Growth
By getting clear on your ideal client profile, you can concentrate scarce resources correctly and accelerate the pace of scale.
Scale
Episode 150 – Mastering the Pivot: Reframing Your Small Service Firm’s Value Proposition to Meet Your Clients’ Real Needs and Desires – Member Case by Tony Amador
This session outlines the crucial steps for a small service firm to reposition its value proposition based on actual client needs and desires. It discusses the importance of listening to client feedback, extracting actionable insights, and then applying them to refine the firm’s strengths and offerings.
Episode 149 – Why Professional Service Firms Should Never Become SaaS Companies – Member Case by Nathan Kievman
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.
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.
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.