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Pro Serv Blogs

Getting Beyond the Founder: The Modern Marketing Playbook for Professional Services Firms

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Starting a professional services company can be deceptively easy. The founder’s network is a verdant hunting ground for both leads and referrals, and their mere presence is often enough to close a deal. But soon a harsh, inevitable truth dawns: without a reliable means of generating pipeline outside of the founder, the business can only go so far. And, when it relies only on the networks of few key employees, the business is also over exposed to cycles of feast or famine.

Pro Serv Blogs

How Governance Makes Your Company Better and Maximizes Valuation

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In the professional services space, founders are often super-focused on client delivery and business growth. But while you’re managing deadlines, budgets, and relationships, there’s one critical piece that often gets overlooked: governance. Some see it as a box-ticking exercise—but done right, governance is a game-changer. It’s the backbone of a better-run business and can be a driver of higher valuations.

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Beyond Compensation: What Superstar Employees Really Value

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In small service firms such as marketing agencies, IT service providers, and consulting firms, founders are in a relentless pursuit of top talent. The cornerstone of this quest often lies in crafting an irresistible employee value proposition (EVP). While compensation has traditionally been viewed as the primary lever to attract and retain talent, emerging trends suggest that it might not be the golden ticket after all.

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Why Outsourcing is a Game-Changer for Small and Medium-Sized Businesses

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In The Boutique by Greg Alexander, Chapter 3, “The Competitors,” introduces a critical insight: 30% of the time, boutique professional service (pro-serv) firms compete with their client’s internal resources. This was a revelation when I first read the book several years ago, and it remains a foundational truth for boutique firms providing marketing, IT, HR, accounting, or other professional services to small and medium-sized businesses (SMBs).

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Picking the Moment to Scale Your Boutique

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In the early days of building a professional services firm, the allure of scaling can be hard to resist. The vision of a thriving, self-sustaining company is compelling, but scaling too soon is the number one startup killer. Even in the best-case scenario, premature scaling can force you to backtrack or even start over.

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Move From Tactical Founder to Visionary Leader

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Recently, I sat down with a founder who’s been running his boutique services firm for ten years. He’s at that point where the company has grown yet he was still executing the day-to-day, had marginal profits, and was far from operating efficiently. He found himself grappling with a core question: How do I get out of the weeds so I can focus on growing the business?

Pro Serv Blogs

Resist the Itch to Pitch™ — and Sell More

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Sellers often misunderstand the true purpose of an interaction with their buyers and thus miss the mark. They sign into a video call or step into a conference room and start in on a rehearsed pitch. They solely push a “proposition” communicating the solution offering and very little about what outcomes the solution delivers to the buyer. More times than not they fail to even mention how this helps solve the buyer’s current challenges. A pitch with a value proposition lacking any value is simply a proposition — and often a failed one at that.

Pro Serv Blogs

Turning AI into Your Firm’s Greatest Revenue Generator

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AI is reshaping industries at an unprecedented pace, and for many professional services firms, it feels more like a disruptor than an ally. But what if AI wasn’t a threat—but a growth engine? Rather than fearing disruption, you can use AI to enhance your existing services, create new offerings, or even reimagine your entire business model. This post explores three levels of innovation with AI:

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