Do Your Clients Trust You?
Here is a throwback from Maister, Green, and Galford from ~25 years ago: The Trust Equation T = C + R + I / S
Pro Serv Charts
The More Complex the Sale, the Larger the Deal
Our friends at Gong Labs, www.going.io, provide us evidence that as sales complexity increases, so does the size of the deal. To grow deal size, go wide and deep in your accounts.
Looking to Borrow Money?
Many boutique professional service firms are trying to borrow money right now.
Signs a Founder Has Stayed Too Long
Founders of boutique professional service firms can prevent their firms from growing/scaling/exiting by staying too long.
Turnover Rate in Professional Services
The tech industry gets the press when layoffs happen, and unfortunately, layoffs are happening a lot lately.
The Impact of Interest Rates on Your Firm’s Valuation
How much your firm is worth is affected by how much you can outperform the returns of the alternatives.
Top 50 Consulting Firms
Vault Firsthand provides us their list of the top 50 consulting firms.
The 50 Best Boutique Consulting Firms in 2023
The good people at Vault Firsthand recently published their list of the 50 best boutique consulting firms.
What can these remarkable role models teach us?
Working Capital Requirements in Professional Services
Working capital in professional services is measured simply as the # of months of payroll in the bank. Why? ~85 of a firm’s expenses is payroll.
Taxes by State
In the post-Covid world, we can live and work anywhere. If you want to increase your income, consider moving to a state with no, or lower, income tax.