Pro Serv Podcast by Collective 54

Episode #33 – A Practical Guide to Monetize Professional Services

Boutiques constrain their growth by thinking too narrowly about monetization. They often think there is only one way to charge and only a couple of revenue sources available to them. We discuss the 9 common ways to make money in the professional services industry.

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Episode #32 – The Anatomy of the Buy vs. Build Decision

To sell your firm you must prove to a buyer that buying your firm is a better move than building the practice internally. We review a framework to help you think through the buy vs. build decision from the perspective of an investor.

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Episode #31 – 5 Ways to Remain Relevant to Your Clients

Scaling a boutique requires new service offerings. Firms that keep bringing the same thing to clients,
over and over, stall out due to client fatigue. Building a system to continuously listen to clients and
develop new offerings is key.

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Episode #30 – Scaling the Sales Function in a Professional Services Firm

As a firm scales, it must make a significant change to its sales strategy. The sales approach in a small,
young firm becomes obsolete when scale becomes the focus. On this episode we discuss how the sales
strategy changes at different stages of a firm’s lifecycle.

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Episode #29 – The 5 Competitors Boutiques Must Defeat to Grow

There are 5 competitors’ boutiques must defeat to grow. On this episode we discuss a playbook to
defeat these competitors.

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Episode #28 – The Fine Line Between Risk Taking and Carelessness

One of the keys to selling your boutique is to eliminate the risk for the buyer. On this episode, we
discuss how owners can increase the attractiveness of their firms by reducing investor risk.

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Episode #27 – The Subtle Art of Scaling Your Culture

As a firm scales its culture erodes. Bureaucracy creeps in as a firm gets larger. The owner shifts from an
inspirational leader into a law enforcement officer which is not healthy. On this episode, we discuss how
to build a great culture in professional services firms.

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Episode #26 – 2 Sales Tools to Win Bigger, Faster, and More Often

There are two sales tools that allow boutique founders to win bigger, faster, and more often. On this episode we discuss how to increase sales effectiveness of professional services. 

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Episode #25 – The Hero Syndrome: A Dirty Little Secret About Professional Service Firms

There is a dirty little secret about owners of boutique professional service firms. It is called the Hero Syndrome, and if left unchecked, it will prevent you from scaling your firm. On this episode we discuss how to deal with this problem.

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Episode #24 – Are you Losing to “Do Nothing”?

Boutiques lose more deals to a competitor we call “Do Nothing” than any other competitor. On this episode we discuss how boutique owners can improve sales results by defeating this pesky competitor.

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