Scaling Sales in Professional Services: What Goes Wrong and How to Avoid It.
Scaling a services firm takes more than hiring salespeople and boosting your marketing budget. This is a common, major, and costly oversight. The cost of this mistake is typically $450k to $3 million in direct costs and lost sales. At Collective 54, we call these avoidable things that are simply down to a lack of experience “dumb taxes”. This cost is incurred before the founder realizes they skipped the steps needed to build the foundations correctly because they have not done it before. It often takes 2-3 years for founders to run out of patience with burning cash and not growing. Then, they take action to fix it. The solution is creating a systematic, replicable sales and marketing process that can grow along with your business.
