Pro Serv Podcast by Collective 54
254 episodes — Page 4 of 6
Ep 104Episode 104 – How a Mid-Western Social Media Agency Reached Scale Quickly By Launching New Services In A Crowded Market
Existing client revenue growth is key to scale. This requires having more to offer clients over time. If you keep bringing them the same thing, they will become fatigued. This is where service offering development becomes a priority as boutiques scale. On this episode, Beth Trejo, CEO + Founder of Chatterkick, takes us on a journey of launching a new service line, how they identified that opportunity, experimented with it, before landing on the right service model. http://www.collective54.com/
Ep 103Episode 103 – How a Young 5-Year-Old Firm Became Consistently Profitable By Productizing and Automating The Service
Many boutiques are conventional in their approach. They convert their expertise into a methodology and train staff members on how to use it. They are then reliant on expensive labor that ultimately constrains growth. The firms that accelerate growth take a different approach. On this episode, Julian Lumpkin, Co-Founder & CEO at SuccessKit, shares how they drove profitability by leveraging technology to streamline, productize, and automate their service delivery. http://www.collective54.com/
Ep 102Episode 102 – How A Young and Small Firm Became Monday.com’s #1 North American Partner in Less than 3 Years
Marketing and selling professional services as you grow and scale your firm is one of the most popular topics at Collective 54. You must focus on attracting new clients while generating additional revenue from existing clients. On this episode, Noah Berk the Co-Founder of OBO shares how he has mastered his go-to-market strategy to accelerate revenue growth. http://www.collective54.com/
Ep 101Episode 101 – Chief of Staff: A Role You Can Leverage Today To Find The Time To Work On The Firm
Scaling a boutique professional services firm requires effective replication of the founder and a focus on delegation. On this episode, Bryon Morrison, Co-Founder & CEO at Proxxy, talks about the power of replication to remove the founder bottleneck so they can work on this business. http://www.collective54.com/
Ep 100Episode 100 – How A Communications Agency Is Beating The Recession Today By Focusing On Key Clients
Have you defined your growth strategy to build a sustainable firm? On this episode, Todd Rapp, Owner and CEO at Rapp Strategies, Inc., speaks on how the firm continues to grow and flourish by focusing on their key clients. Listen to this episode of The Boutique Podcast in the Resource Center and read the chapter in advance of the call. https://members.collective54.com/resource-center/tag/typethe-boutique-podcast http://www.collective54.com/
Ep 99Episode 99 – How a Software Development Firm Tripled Revenue in 18 Months by Using The $10,000/Hour Rate Rule
Growing and scaling a professional services firm requires management of the firm's lifecycle. On this episode, Gregory Hausheer, CEO at Lightmatter, shares how he is evolving the firm through 5-year phases to grow revenue, and how his firm is focused on productizing and tech enabling services. http://www.collective54.com/
Ep 98Episode 98 – How the Founder of an IT Services Firm Created a Legacy
How do you successfully exit your business without sacrificing your legacy? On this episode, Jay Smith, President of Security7 Networks, talks about how he built his business to be ready to sell, and the biggest lessons learned in the exit process. http://www.collective54.com/
Ep 97Episode 97 – How a Data Analytics Firm Developed the Courage to Charge More for Their Services
Innovation is a new idea. A new service. A new business model. Boutiques that innovate grow and scale rapidly. Continuous innovators become the market leaders. On this episode, Craig Dreiling, CEO at Solutions-101 LLC (S101Medical), shares how his firm was able to innovate and create a new product that commands a higher price. http://www.collective54.com/
Ep 96Episode 96 – How to Make Your Firm Risk Free in the Eyes of a Potential Acquirer
Investors’ default position is to find reasons not to buy your boutique. They are looking for the risks and approach due diligence as a way to de-risk their investment. On this episode, Harry Dugan, Managing Director at STS Capital Partners shares how to build your firm to minimize those risk for a potential acquirer. http://www.collective54.com/
Ep 95Episode 95 – How the Founder of a Customer Experience Design Firm Scaled Himself by Building a Team
Profits take a big hit as a result of under delegation. Many leaders of boutiques would rather do something themselves than delegate it. This destroys morale and leads to high turnover. On this episode, Jeff Pruitt, CEO & Ed Borromeo, President of Tallwave share how they built a powerful leadership team by focusing on replication. http://www.collective54.com/
Ep 94Episode 94 – How A 3rd Generation CEO Drives Change Inside a 40-year-Old Management Consulting Firm
A boutique requires different things from its leaders and partners as it scales. On this episode, Peter Bilello, President & CEO at CIMdata, shares his journey as a non-founder to becoming President & CEO. He will dive into how he championed the culture shift to drive scale and put the firm in a position to be able to sell one day. http://www.collective54.com/
Ep 93Episode 93 – How the Founder of an Accounting Firm Has Grown by Acquiring Multiple Firms
Scaling a boutique requires scale capital. Adding more headcount, entering new markets, launching new service lines, and other initiatives require capital. On this episode, Matthew Lescault, President & CEO at Lescault & Walderman, shares how he has financed his new acquisitions and how he has been able to successfully integrate the acquired firms into his processes and culture. http://www.collective54.com/
Ep 92Episode 92 – How a Financial Services Firm Is Scaling Beyond a Lifestyle Business by Building a Sales Engine
There is an inflection point that all boutiques run into head-on. This is when sales generation happens by the employees and not by the partners. On this episode, Hamid Akbari, President & CEO at Blanc Labs, shares how the firm built its internal sales engine in 18 months and his key takeaways. http://www.collective54.com/
Ep 91Episode 91 – How the Founder of an Architecture Visualization Firm Built a Culture That Produces Zero Employee Turnover – Member Case with Jing Johnson
Culture can be described as how things get done in your firm. Intentionally focusing on culture is critical to the success of a boutique professional services firm. On this episode, we invited Jing Johnson, Founder & CEO of PRISM Renderings, to share how she built a highly effective culture and the positive impacts it has had on retention and the success of her firm. http://www.collective54.com/
Ep 90Episode 90 – How a Marketing Agency Packaged 15 years of Knowledge into a Proprietary Methodology
Strategics are usually filling a gap. Either the market shifts or the market leader’s service portfolio is lacking. This gap can be filled by building a practice internally or through an acquisition. On this episode, Randell Mauricio, VP of Operations at WorkerBee.TV, discusses how they built a sustainable firm to attract market leaders. http://www.collective54.com/
Ep 89Episode 89 – How an Investment Bank Generates a List of Potential Buyers for Your Firm
Supply and demand will impact your ability to sell your boutique. On this episode, David Jorgenson, CEO at Equiteq, shares how the leading global investment bank for professional services firms has uniquely positioned themselves to understand acquisition needs, and how they are able to add value to founders who want to sell their businesses. http://www.collective54.com/
Ep 88Episode 88 – How a Founder of a Training Firm Scaled his Firm by Scaling Himself
Scaling a boutique takes a team but firms are often started by a single founder. On this episode, Tom Abbott, Managing Director of SOCO Sales Training, shares how he transitioned from being involved in every aspect of the business to focusing on team development. http://www.collective54.com/
Ep 87Episode 87 – Why Hiring an Investment Banker is the Right Move for First-time Founders Trying to Exit
The value of your firm is influenced by the comparables for recently sold firms like yours. On this episode, we invited Frank Williamson, Founder & CEO at Oaklyn Consulting, to share details about comps, valuation, and the benefits of an investment banker. http://www.collective54.com/
Ep 86Episode 86 – How a 43-year-old Marketing Agency Handled a Generational Transfer
Decision making evolves as your firm scales and the founder must be replicated in the successor. On this episode, Rob Rankin, CEO at Clarity Coverdale Fury (CCF), shares his perspective on developing the next generation of the firm, with a focus on succession planning and how decisions are made. http://www.collective54.com/
Ep 85Episode 85 – Why Waiting Too Long to Sell Your Firm Could Be Very Costly
The ability to sell your firm will be impacted by the environment. There is a good time to sell and a not so good time to sell. On this episode, Craig Dickens, CEO at JD Merit & Co., will shed light on the financial market trends and how it influences your exit strategy. http://www.collective54.com/
Ep 84Episode 84 – A Marketing Agency’s Approach to Sharing Equity with Key Employees
There are many ways to split up a partnership. And the equity split needs to evolve over time. On this episode, Kelsey Raymond, Co-Founder & Chief Executive Officer at Influence & Co., shares how she successfully replicated herself by developing a key employee into her COO, so she can run the business on her own terms. http://www.collective54.com/
Ep 83Episode 83 – How a Brave Founder Scaled his Software Development Firm by Confronting his Blind Spots
Acquirers want to understand your methodologies, how often they are updated, and what changes are coming in the future. On this episode, we interview Alan Haefele, Owner & Managing Director of Haefele Software, to understand how to integrate continuous improvement as part of a company’s culture and DNA. http://www.collective54.com/
Ep 82Episode 82 – How a Technology Service Provider Transitioned from a Founder Driven Sales Model to a Sales Team
Boutiques become market leaders by building a commercial sales engine that is capable of scaling. On this episode, we invited Lenka Lechmanova, CEO at V2 Strategic Advisors. She shares how her firm has cultivated a homegrown talent strategy, established sales processes and metrics to benchmark performance, and moved away from partner selling. http://www.collective54.com/
Ep 81Episode 81 – Why, and When, a Professional Services Firm Should bring Recruiting In-House
Your ability to recruit talent is critical to scaling a market-leading boutique. On this episode, we interview Don Goldstein, CEO of 5Q Partners and he shares how he decided to invest in an internal recruiter and its overall impact on the organization. http://www.collective54.com/
Ep 80Episode 80 – How a Founder of an HR Consulting Firm Escaped a Lifestyle Business
Scaling a boutique beyond a lifestyle business takes money and commitment. On this episode, Sue-Ellen Watts, Founder & Global CEO at Wattsnext Group, sheds light on how she embraced a lifestyle business to fund a new venture that she can grow and scale. http://www.collective54.com/
Ep 79Episode 79 – How to Attract an Unconventional Buyer for a Tough-to-Sell Small Consulting Firm
A strong market position can indicate excellent competitive positioning. On this episode, Marc Weiss, CEO of Management One, shares how he positioned his firm for a successful exit with an unconventional buyer. http://www.collective54.com/
Ep 78Episode #78 – How a Consulting Firm Redesigned the Organization to Successfully Deal with Pricing Pressure
Labor is the biggest expense for a boutique and has the biggest impact on profitability. On this episode, we interview Jeff Pedowitz, President & CEO of The Pedowitz Group to discuss how they creatively redesigned their organization to solve increasing pricing pressures. http://www.collective54.com/
Ep 77Episode 77 – How a Founder is Scaling Her Marketing Agency by Getting Prospects to Come to Her
Invest in your marketing and let your customers come to you. On this episode, we interviewed Ali Schwanke, CEO & Founder of Simple Strat to share how they elevated their inbound marketing strategy and improved win rates. http://www.collective54.com/
Ep 76Episode 76 – How an IT Services Firm Built an Executive Leadership Team – Member Case
The quality of the leadership team paramount as professional services firms grow, scale, and exit. On this episode we speak with Matt Rosen, Founder and CEO at Allata. He shares how he structured his executive team to replicate himself, develop a succession plan and spend time working on the vision of the future. http://www.collective54.com/
Ep 75Episode 75 – How a Consulting Firm Leverages Specialist to Increase Scale – Member Case
The engagements you sell determines your market position and the team needed to deliver your service. On this episode Cynthia Klint, CEO at BRC shares how she leverages specialists to deliver client engagements and increase sales. http://www.collective54.com/
Ep 74Episode 74 – How a Demand Generation Agency Scaled Its Culture With a Remote Workforce – Member Case
The cultural fit of employees, clients, and a potential acquirer are all critical to the success of the firm. On this episode Bart Bartlett, CEO at DemandZEN shares how he instills the core values of the firm with his remote team. http://www.collective54.com/
Ep 73Episode 73 – How a 63-Year-Old Ad Agency Stays Relevant by Launching New Service Offerings – Member Case
As professional services firms scale, the development of new service offerings is critical to staying relevant with your clients. On this episode, we hear from Marc Cooper, President and Partner at Junction59 to learn how his firm uncovers new client needs and develops new service offerings. http://www.collective54.com/
Ep 72Episode 72 – How an E-commerce Consulting Firm Developed Multi-Year Client Relationship – Member Case
Firms that focus on delivering a great client experience along with their high-quality work reach scale. On this episode, we interview Bart Mroz CEO at SUMO Heavy Industries to discuss the client experience and trust-building to develop long-term client relationships. http://www.collective54.com/
Ep 71Episode #71 – How a Learning and Development Firm Retains Key Employees – Member Case
There is a direct correlation between employee loyalty and the valuation of a professional services firm. On this episode, we interview Renée Safrata, CEO & Founder of Vivo Team to discuss employee loyalty and the invisible balance sheet. http://www.collective54.com/
Ep 70Episode #70 – How a Consulting Firm Invested Successfully in Business Development – Member Case
As a firm scales, it must make a significant change to its sales strategy. On this episode we interview Ken Yager of Newpoint Advisors to understand how he invested in business development, coaching, and training to scale his firm. http://www.collective54.com/
Ep 69Episode #69 – How A Marketing Agency Won the War On Talent
As professional services firms scale, the culture erodes. Bureaucracy creeps in and employees shift from serving the client to serving the boss which stalls scaling. On this episode, we discuss scaling culture with Mike Sullivan, CEO of Loomis. http://www.collective54.com/
Ep 68Episode #68 – How to Disrupt a Large Market with an Innovative Service
The service offering is how firms deliver value to their client. Designing it correctly is mission-critical. On this episode, we discuss how to re-think service design by interviewing Scott Conard, Founder of Converging Health. http://www.collective54.com/
Ep 67Episode #67 – How a Consulting Firm Began to Productize It’s Offering
Professional services firms have more intellectual property than they may think. On this episode, we discuss how to monetize and productize your intellectual property by speaking with Adrian Bouten, Founder of Digital Prism Advisors. http://www.collective54.com/
Ep 66Episode #66 – The Hero Syndrome: A Dirty Little Secret About Professional Service Firms – Member Case
The Hero Syndrome if left unchecked, will prevent you from scaling your firm. On this episode, we discuss how to overcome this problem by interviewing Marc Beattie, Founder & CEO at Wainhouse Research. http://www.collective54.com/
Ep 65Episode #65 – How to Market and Sell Like a Pro – Member Case
Founders of boutique professional services firms can increase their rate of growth by professionalizing their marketing and sales approach. On this episode, we will discuss how by interviewing Dan Bernoske, of Cortado Group. http://www.collective54.com/
Ep 64Episode #64 – The Revenue: A Practical Guide to Monetize Professional Services – Member Case
Boutiques constrain their growth by thinking too narrowly about monetization. They often think there is only one way to charge with limited revenue sources. On this episode, we interview Jamie Shanks, CEO at Sales for Life to discuss the 9 common ways to make money in the professional services industry. http://www.collective54.com/
Ep 63Episode #63 – Pricing: The Quickest Way to Scale – Member Case
Changing your pricing strategy is the quickest way to scale. On this episode, we interview Chris Neumann, CEO at Cro Metrics to discuss how evolving his pricing strategy has allowed him to scale. http://www.collective54.com/
Ep 62Episode #62 – Fee Quality: Transform Income into Wealth – Member Case
All revenue is not good revenue. Some types of revenue created more wealth for owners than others. On this episode, we interview Tony Mirchandani, CEO at RTM Engineering Consultants to discuss his approach to fee quality. http://www.collective54.com/
Ep 61Episode #61 – Yield: The Ultimate Measure of Productivity – Member Case
Yield is the ultimate measure of productivity for professional services firms. On this episode, we interview Aaron Levenstadt, Founder and CEO of Pedestal Search and discuss how he uses yield to manage his firm. http://www.collective54.com/
Ep 60Episode #60 – Create Wealth by Converting Client Relationships into Balance Sheet Assets – Member Case
A key to attracting a buyer for your firm is your ability to prove that you have healthy client relationships. We will interview Mike Stern, CEO of Connected, an end-to-end product development services firm, to learn how to convert client relationships into appreciating assets. http://www.collective54.com/
Ep 59Episode #59 – The Competitors: The 5 Competitors Boutiques Must Defeat to Grow – Member Case
There are 5 competitors’ boutique professional services firms must defeat to grow. On this episode, we interview Mark Riggs, CEO and Lead Strategist for Pemberton. http://www.collective54.com/
Ep 58Episode #58 – Rate of Growth: The Ultimate BS Detector – Member Case
Your rate of growth is your most important number. It is more important than the size of your firm. It is more important than your client roster, and it is more important than your service offerings. On this episode, we interview Darren Isaacs, Co-Founder and CEO, and Paul Emery, Co-Founder at Makosi. http://www.collective54.com/
Ep 57Episode #57 – Life Cycle: A Smart Strategy to Make Scaling Easier – Member Case
Boutiques often suffer from an identity crisis, and this makes scaling harder than it needs to be. On this episode, we discuss life cycle with Chris Rozum, Founder & CEO, of Insite Managed Solutions, LLC. http://www.collective54.com/
Ep 56Episode #56 – Cash Flow: Where to Find the Cash to Scale – Member Case
Boutiques run on cash flow, not Net Income or EBITDA. On this episode, we interview William Lieberman, Managing Partner of The CEO’s Right Hand. William provides outsourced financial, CFO, and accounting services to clients that are growing or scaling. http://www.collective54.com/
Ep 55Episode #55 – Mistakes: 7 Mistakes to Avoid When Selling Your Firm – Member Case
There are 7 common mistakes made when trying to sell a professional services firm. On this episode, we interview TK Herman, President and Co-Founder of Aptera, a focused IT consultancy and managed services provider. http://www.collective54.com/