Pro Serv Podcast by Collective 54

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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Episode #23 – Exit Hack: How to Exit by Building a Large Universe of Potential Buyers

Supply and demand will impact your exit. Take the time to strategically approach the market. The goal is to build a wide and deep universe of potential buyers. And there are more buyers than you realize. Many of which would like to hear your compelling rationale for a deal.

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Episode #22 – The Quickest Way to Scale

Know your worth. Do not undervalue yourself. What you do is exceptional. Price accordingly. The clients you want know this and will pay you with a smile.  You do not want the clients who are unwilling to pay you fairly.

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Episode #21 – The Ultimate Measure of Productivity

Yield is the most looked at metric for boutiques. Owners and CEOs obsess over utilization rates. Many have reached the point of diminishing returns. More attention needs to be placed on making your boutique more valuable to clients. There are many ways to do that. However, hyper specialization has the highest probability of success.

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