Pro Serv Podcast by Collective 54

Episode #39 – The 4 Different Recruiting Needs of a Pro Serv Firm as it Scales

As your boutique professional service firm scales, recruiting shows up on the list of priorities. The days
of recruiting from your personal network are over and the ability to recruit at scale separates the
winners from the losers.

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Episode #38 – How to Market and Sell Like a Pro

Founders of boutiques can increase their rate of growth by professionalizing their marketing and sales
approach. On this episode, learn the fundamental building blocks to professionalize your sales and
marketing efforts.

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Episode #37 – The One Thing Nobody Tells You About Scaling a Professional Service Firm

Founders of boutiques often mistakenly equate number of employees with success. However, lots of
employees signals a poorly run firm. On this episode, we make the case for fewer employees and
illustrate the impact to profitability.

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Episode #36 – The 3 Commandments of Service Design

There are 3 commandments of service design. The service offering is how they deliver value to the client and designing it correctly is a mission-critical task. On this episode, we discuss how to re-think service design and delivery to accelerated profits.

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Episode #35 – How to Prevent Greed from Stopping Your Exit

Greed, if left unchecked, can get in the way of a successful exit. On this episode, we discuss a framework
to help you keep greed from sinking your deal.

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Episode #34 – What to Do When Clients Do Not Recognize Your Brillianc

There is a difference between quality work and a great client experience. Firms that add a great client

experience to high-quality work reach scale, and those who do not, stay small lifestyle businesses. On

this episode, we discuss the importance of the client experience.

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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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