Pro Serv Podcast by Collective 54

Episode 258 - The Anti-Commodity Move: Winning on Experience When AI Flattens the Work

Fri, 24 Apr 2026 06:54:22 -0500

Episode 257 - You Built a Firm on the Wrong Playbook. Now What?

Thu, 09 Apr 2026 13:10:29 -0500

Episode 256 - They 4X'd Their Average Deal Size. Here's How. - Member Case with Stephen Straus & Christian Barnard

Thu, 02 Apr 2026 13:22:38 -0500

Episode 255 - Exit, Return, Reinvent – What Changes the Second Time Around

Mon, 23 Mar 2026 18:39:44 -0500

Episode 254 - From AI Skeptic to AI Believer

Mon, 16 Mar 2026 16:57:41 -0500

Episode 253 - Your Competitor Already Replaced That Role With AI

Thu, 05 Mar 2026 16:22:28 -0600

Episode 252 – From Billable Hours to AI Leverage Summary

Thu, 26 Feb 2026 13:01:38 -0600

Episode 251 - The Exit You Don’t Get by Accident

Thu, 19 Feb 2026 11:31:45 -0600

Episode 250 - The Pod Structure That Breaks the Founder Bottleneck

Thu, 12 Feb 2026 13:00:00 -0600

Episode 249 - When a Strategic Partner Becomes Your Buyer

Thu, 05 Feb 2026 13:00:00 -0600

Episode 248 - The Community Model for Turning Relationships into Recurring Revenue

Thu, 29 Jan 2026 12:59:51 -0600

Episode 247 - The Breakthrough Most Professional Services Founders Miss

Thu, 22 Jan 2026 08:47:04 -0600

Episode 246 - From SEO to AEO: Winning Discoverability in the Age of AI

Thu, 08 Jan 2026 14:06:06 -0600

Episode 245 - The Member Playbook: How to Extract Maximum Value from Collective 54

Mon, 05 Jan 2026 12:36:48 -0600

Episode 244 - Smell, Don’t Sell: How to Scale Business Development Without Role Corruption

Thu, 11 Dec 2025 13:00:00 -0600

Episode 243 - Built for Then, Not Now: How to Rebrand When Your Firm Outgrows Its Identity

Thu, 04 Dec 2025 13:00:00 -0600

Episode 242 - The Pricing Wake-Up Call: Rebuilding Margin in an AI-Dominated Market

Sat, 29 Nov 2025 08:34:52 -0600

Episode 241 - Buy to Build: The Acquisition Strategy Fueling Growth in a Fragmented Market

Wed, 19 Nov 2025 17:38:59 -0600

Episode 240 - From Chaos to Cruise Control: How Hiring the Right COO Can Transform a Firm

Mon, 10 Nov 2025 13:05:00 -0600

Episode 239 - From Startup to Standout: How One Founder Used Authority to Build an Enduring Firm

Thu, 16 Oct 2025 12:19:31 -0500

Episode 237 - When to Expand Your Service Lines: Breaking the Short-Term Engagement Trap to Drive Growth

Thu, 02 Oct 2025 12:30:11 -0500

Episode 236 - From AI Assistant to Digital Staffer: Scaling Boutique Firms with Agentic AI

Thu, 25 Sep 2025 16:22:46 -0500

Episode 235 - Transforming Revenue Streams, Part 2: Hardening Recurring Revenue

Thu, 18 Sep 2025 13:00:00 -0500

Episode 234 - From Aha Moment to Breakthrough Growth

Thu, 11 Sep 2025 13:00:00 -0500

Episode 233 – Deep Client Relationships Drive Growth

Fri, 05 Sep 2025 06:00:00 -0500

Episode 232 - Clarity Pays: How Narrowing Focus Drives Margin, Growth, and Referrals

Fri, 29 Aug 2025 06:00:00 -0500

Episode 231 - Moving Up-Market: How to Win and Keep Enterprise Clients

Fri, 22 Aug 2025 06:00:00 -0500

Episode 230 - Humans + Agents: Building a Collaborative AI Knowledge Base

Fri, 15 Aug 2025 06:00:00 -0500

Episode 229 - Ten Years, Ten Lessons: Scaling with Grit, Focus, and Reinvention

Fri, 08 Aug 2025 06:00:00 -0500

Episode 228 - Escaping the Rainmaker Trap: How to Build a Scalable Sales Engine Without You

Fri, 01 Aug 2025 06:00:00 -0500

Episode 227 - The Rising Cyber Risk for Boutique Firms: A Practical Guide to Protection

Fri, 25 Jul 2025 06:00:00 -0500

Episode 226 - AI at Risk: How to Adopt Agentic AI Without Compromising Security

Fri, 18 Jul 2025 06:00:00 -0500

Episode 225 - Passing the Torch: A Management Buyout Success Story

Fri, 11 Jul 2025 06:00:00 -0500

Episode 224 - Designing Leadership: Getting the Right People in the Right Roles from Growth to Exit

Wed, 09 Jul 2025 11:10:06 -0500

Episode 223 - From Small Gathering to Strategic Asset

Fri, 20 Jun 2025 06:00:00 -0500

Episode 222 - Pricing Power: The Fastest Path to Revenue Growth in Professional Services

Fri, 13 Jun 2025 06:00:00 -0500

Episode 221 - From Projects to Predictable: Building a Recurring Revenue Stream

Fri, 06 Jun 2025 06:00:00 -0500

Episode 220 - How a “Too Small” Firm Got Acquired

Fri, 30 May 2025 06:00:00 -0500

Episode 219 - Data, Authority, and Demand: How Agile Sherpas Turns Annual Reports into a Lead Engine

Fri, 23 May 2025 06:00:00 -0500

Episode 218 - Leadership Alignment Is Not Agreement: How to Get Your Team Truly Moving Together

Tue, 20 May 2025 10:02:20 -0500

Episode 217 - The Founder’s Force Multiplier: How to Hire and Leverage an Executive Assistant

Fri, 09 May 2025 06:00:00 -0500

Episode 216 - From Frustration to Focus: How One Firm Transformed Productivity with Time Tracking

Fri, 02 May 2025 06:00:00 -0500

Episode 215 - Stop Solving the Wrong Problem: Why Fractional Executives Drive Better Client Outcomes

Fri, 25 Apr 2025 06:00:00 -0500

Episode 214 - How to Boost Margins and Scale Without Adding Headcount

Fri, 18 Apr 2025 06:00:00 -0500

Episode 213 - Restricted Covenant Agreements: What Founders Need to Know

Fri, 11 Apr 2025 06:00:00 -0500

Episode 212 - Merging for Growth: How Two Firms Became One Market Leader

Fri, 04 Apr 2025 06:00:00 -0500

Episode 210 - Next-gen Digital Transformation for Small Firms: How to Leapfrog into the Future

Fri, 21 Mar 2025 06:00:00 -0500

Episode 209 - The Future of Work: From AI Assistants to Autonomous Agents

Fri, 14 Mar 2025 06:00:00 -0500

Episode 208 - Knowing When to Move On: Structuring a Sale to Meet Your Needs and Transitioning to Your Next Venture

Fri, 07 Mar 2025 06:00:00 -0600

Episode 207 - Revitalizing Your Brand: Rebranding Your Professional Services Firm for Growth and Success

Fri, 28 Feb 2025 06:00:00 -0600

Episode 206 - Accelerating Growth with AI: Practical Insights from Tenten Group

Fri, 21 Feb 2025 06:00:00 -0600

Artificial intelligence is transforming how boutique firms operate, and Darren Horwitz, founder of Tenten Group, is leading the way. By leveraging AI to process years of business data, Darren has identified high-value opportunities and optimized his firm’s service offerings. He’s also using AI to analyze patterns in client interactions, refine messaging, and develop a targeted content strategy that resonates with ideal clients. Additionally, Darren is integrating AI into client workflows, streamlining brand management tasks to enhance efficiency and free up time for strategic initiatives. Join this session to discover how AI can help you unlock growth by improving decision-making, refining client deliverables, and scaling operations with greater precision.

Episode 205 - Building the Blueprint: Using Collective 54 Tools to Scale and Exit Successfully

Fri, 14 Feb 2025 06:00:00 -0600

Scaling a firm with the ultimate goal of a successful exit requires a precise strategy, the right tools, and disciplined execution. By leveraging proven frameworks and actionable insights, you can position your business to achieve maximum value when the time is right. Join Brian Ackerman, Partner at Ascendient Healthcare Advisors, as he shares how he’s leveraging Collective 54 tools like the Firm Estimator, Exit Readiness Checklist, and EOS Integration Plan to scale his firm and maximize its value. In this session, you’ll gain practical insights into how to apply these tools, optimize your operations, and develop a roadmap that sets your firm up for long-term success.

Episode 204 - Fuel Your Firm’s Growth: Mastering the Art of Strategic Acquisitions

Fri, 07 Feb 2025 06:00:00 -0600

Acquisitions can be a game-changer for scaling your business, providing access to new markets, capabilities, and talent. However, making the right acquisition requires a clear strategy and a founder’s perspective on what drives success.
Join Sam Shepler, Founder of Testimonial Hero, as he shares his journey of leveraging acquisitions to accelerate growth. In this session, you’ll learn how to identify opportunities that align with your vision, navigate the acquisition process, and unlock synergies that enhance your business. Whether you're exploring acquisitions for the first time or refining your approach, this session will provide actionable insights from a founder who’s been in your shoes.

Episode 203 - Accelerate Your Firm’s Growth Now: A Proven, Relationship-Driven Sales Strategy for Professional Services

Mon, 03 Feb 2025 18:29:00 -0600

In the seller-doer model, where professionals both deliver services and generate new business, relationship selling is a powerful approach for driving growth. By focusing on authentic connections, you build trust and credibility, positioning yourself as a trusted advisor while fostering lasting partnerships. Join this session with David Ackert, CEO of Pipeline Plus to explore how to leverage the seller-doer advantage, tailor your approach to client needs, and create genuine value in every interaction, enabling sustainable business development through meaningful relationships.

Episode 202 - Expanding from Consulting to Product: A Strategic Growth Journey – Member Case with Lawrence King

Fri, 24 Jan 2025 06:00:00 -0600

Transitioning from consulting to a product-driven model can unlock growth but requires strategic decisions and innovation. There are graveyards full of services companies that tried to make this pivot and have not survived it. Lawrence King, founder of Headstorm, shares his journey of transforming his consulting firm into a product powerhouse in the agriculture industry. If you’ve ever considered developing a product, this session will help you understand what it takes to be successful. Join to learn how to achieve product-market fit, how to navigate operational shifts between consulting and product models and how to build a roadmap for innovation and sustained growth.

Episode 201 - The Road to a Successful Exit: Timing, Advisors, and Process

Fri, 17 Jan 2025 06:00:00 -0600

Exiting your business is a multi-step process that requires strategic planning and the right team at the right time. This session breaks down the timeline of an exit, from assessing your firm’s worth and preparing marketing materials to managing buyer interest and creating competitive tension. Learn when to hire key advisors, what each phase entails, and how to make a strong first impression with potential buyers. By understanding the process and investing in top-tier expertise, you can navigate the complexities of an exit and maximize your outcome.

Episode 200 - How to Get the Most Out of Your Membership: A Blueprint for Success

Fri, 10 Jan 2025 06:00:00 -0600

How can you leverage your membership to its fullest? What does it take to become an exceptional member of our community? In this inspiring session, our 2024 Member of the Year will share the mindset, actions, and strategies that set them apart. Learn how to manage the volume of ideas you get from the community, how to get ideas implemented and how to build meaningful relationships with fellow members. Whether you’re a new member or a seasoned veteran, this session will leave you inspired to elevate your own engagement and impact.

Episode 199 – Next-Gen Tech: Transforming the Professional Services Industry

Fri, 03 Jan 2025 18:19:34 -0600

Next-generation technologies are revolutionizing the professional services industry. Join Alex Bratton, CEO of Lextech and practical tech futurist, for an insightful session exploring how next gen technology will reshape the way we work and serve clients.
Gain clarity on disruptive trends and learn how to harness their potential for strategic advantage in professional services. From AI's immediate impact to future disruptive technologies, this session will help you stay ahead in an industry on the cusp of transformation.

Episode 197 – Building LinkedIn Authority to Drive Business Development Opportunities

Fri, 13 Dec 2024 06:00:00 -0600

Harness LinkedIn to become the go-to authority in your industry. This session covers building trust and awareness at scale using thought leadership and a formula for cutting through the noise. Discover strategies to stand out, track essential metrics, and align LinkedIn with your broader marketing efforts. Leave with actionable tools to enhance your LinkedIn presence and drive engagement.

Episode 196 – Knowing When to Quit: Making the Tough Decision to Move On

Fri, 06 Dec 2024 06:00:00 -0600

At Collective 54, we often discuss the “Valley of Death” firms face when moving from Growth to Scale. But what if the cost of this journey is too high? In this session, C54 alumni Julian Lumpkin shares his story of deciding to close his firm and what came next. He’ll reveal the tough questions he asked himself and offer strategies for communicating this decision both internally and externally. Walk away with insights on how to navigate this turning point and confidently plan your next chapter.

Episode 195 - Mastering Cash Flow: Strategies to Thrive in Challenging Times

Fri, 29 Nov 2024 06:00:00 -0600

2024 was challenging for many professional services firms, but those that optimized cash flow are now better positioned for 2025. Join this session to uncover the root causes of poor cash flow management and learn how operational factors impact cash flow. Gain insights on weekly cash flow management and aligning it with KPIs. Leave with actionable strategies to optimize cash flow and strengthen your firm’s resilience.

Episode 194 – How to Grow Revenue and Stop Wasting Time with the Wrong Prospects

Fri, 15 Nov 2024 06:00:00 -0600

Are you struggling to grow revenue and win new business? Do you know the trigger events that put prospects in the market for your services? Are you talking to the wrong prospects? In this session, we'll dive into strategies for identifying these trigger events and refining your ideal client profile (ICP) enabling you to offer a focused, niche service that resonates with the right prospects. Gain actionable insights on how to continuously focus your ICP to recognize when clients enter your market, helping you attract and win ideal clients that lead to revenue growth. Whether you’re defining your ICP for the first time or sharpening it further, this session will provide you with practical strategies to grow your business by targeting clients with high potential for alignment and success.

Episode 193 – Navigating a Partial Exit: Strategies for Maximizing Value and Retaining Control

Fri, 08 Nov 2024 06:00:00 -0600

As founders, many of us dream of a successful exit, but what happens when you're ready to sell part of your business while keeping a stake in its future growth? In this session, we’ll explore the dynamics of a partial exit—a strategy that allows founders to take some chips off the table, while still staying involved and benefiting from the company’s ongoing success. Whether you're considering selling a minority stake or a significant portion of your business, this session will arm you with the strategies, insights, and practical knowledge you need to approach a partial exit with confidence. Join us to learn how to unlock value while keeping a seat at the table for future growth.

Episode 192 - Unlocking the Power of Fractional CxOs: Insights for Scaling Your Business

Fri, 01 Nov 2024 13:50:22 -0500

In today's fast-evolving business landscape, the demand for fractional CxO services is growing rapidly. Join this session to learn what a fractional CxO is, how it's different than consulting, which funcitonal areas are being fractionalized and why this model is gaining in popularity. We will explore common use cases and leaders in the space, and what to consider before using a fractional CxO. Whether you’re looking to hire a fractional leader or become one, this session will equip you with actionable strategies and a clear understanding of the landscape.

Episode 191 - Innovative Approaches to Talent Supply Chain and Hiring for Large Deals

Fri, 18 Oct 2024 06:00:00 -0500

Many boutique pro serv firms are hesitant to pursue large deals without a delivery team in place or have concerns that they can hire to meet demand without compromising on quality. Join this session to learn from a pioneering firm that has developed a unique approach to solving talent supply chain challenges when pursuing large deals. Ben Johnson, CEO at Particle41 will share the innovative strategies that the firm uses to ensure they have the right people in place to deliver on large deals.

Episode 190 - The Power of Testimonials: Boosting Sales and Credibility in Professional Services

Fri, 11 Oct 2024 06:00:00 -0500

In this session, you will discover the immense value of client testimonials in selling your services. We will explore how testimonials serve as powerful social proof, helping to build trust and credibility with prospective clients. You will learn strategies for soliciting authentic and compelling testimonials from satisfied clients and techniques for presenting them in various formats, including case studies and video testimonials. The session will also cover best practices for integrating testimonials into your marketing and sales materials, such as websites, proposals, and presentations.

Episode 189 - A Rainmakers Journey to a $3 Million Book of Business

Fri, 04 Oct 2024 06:00:00 -0500

This session will explore the journey to building a $3M book of business, focusing on the importance of authenticity, vulnerability, and forming deep, meaningful relationships. Participants will learn how to strategically position themselves to be chosen for work, while also incorporating business development activities they genuinely enjoy, alongside people they like. The session will also reveal one simple, daily habit—taking just 10 minutes—that has proven to generate more business than any other strategy.

Episode 188 - Mastering Pricing Strategy for Boutique Pro Serv Firms

Fri, 27 Sep 2024 06:00:00 -0500

Join this session to gain a deep understanding of how to set, adjust, and optimize your pricing to enhance profitability, attract and retain clients, and stay competitive in the marketplace. We will explore cost-based, value-based, and competition-based pricing, helping you determine which approach aligns best with your firm's goals and market position. You will learn how to analyze your costs and market conditions to set prices that reflect the value of your services while ensuring profitability. The session will also cover techniques for communicating your pricing effectively to clients, handling pricing objections, and implementing dynamic pricing strategies to respond to market changes.

Episode 187 – Thematic Investing: What It Is and Why Your Firm Should Care

Fri, 20 Sep 2024 06:00:00 -0500

Join us for an in-depth session on thematic investing, a powerful strategy embraced by private equity (PE) firms to capture emerging trends and drive superior returns. Mark Gartner, Managing Director at RLH Equity will help you understand what thematic investing is, why it is gaining traction among PE firms, why you should care and what it could mean for your firm.

Episode 186 - Scaling Strategically: Portfolio of Firms vs. Scaling a Single Firm

Fri, 13 Sep 2024 06:00:00 -0500

Join us for an insightful session that explores the strategic considerations and benefits of scaling through a portfolio of firms versus scaling a single firm. This session will provide a comprehensive analysis of both approaches, helping you determine the best path to sustainable growth and market dominance. We will delve into strategies for managing risk, allocating resources, and driving innovation across multiple firms compared to focusing on a single entity. The session will provide insights into how diversification through a portfolio can mitigate market fluctuations and foster resilience. You will also gain practical tips on evaluating your current business model to decide which scaling strategy aligns best with your long-term goals.

Episode 185 - Transforming Revenue Streams: Converting Non-Recurring to Recurring Revenue

Fri, 06 Sep 2024 06:00:00 -0500

In this session we will explore the journey of converting a non-recurring revenue business into a sustainable recurring revenue model. Brick Thompson, CEO of Blue Margin will share the challenges he faced, the steps taken to implement change, and the benefits realized from establishing a steady, predictable income stream. This session is perfect founders looking to stabilize and grow their revenue.

Episode 184 - Leveraging Offshoring Amid Rising Domestic Labor Costs

Fri, 30 Aug 2024 06:00:00 -0500

Join Jamie Shanks, Founder & CEO at Get Levrg, for an enlightening session on the current trends with offshoring and nearshoring. We will explore which regions are trending for which skillsets and cost differences between regions. We will delve into how to leverage offshore talent for both back office and front office work. Discover the numerous benefits of offshoring, including cost savings, access to a global talent pool, and increased operational efficiency.

Episode 183 - Leveraging AI to Increase Profits in a Pro Serv Firm

Fri, 23 Aug 2024 06:00:00 -0500

In this session, John Arnott, CEO at C1M, will share how AI can revolutionize your business strategy and significantly increase profits. We will explore the transformative power of AI, demonstrating how it can streamline operations, enhance innovation, and drive measurable financial results across various aspects of your business. Join this session to gain a solid understanding of AI technologies and their applications in optimizing processes, improving decision-making, and boosting overall profitability.

Episode 182 - Leveraging an Expert Network

Fri, 16 Aug 2024 06:00:00 -0500

Join this session to learn what an expert network is and how it can be a game-changer for your firm. Member Thom McLeod, Founder and Managing Partner at Tenzing Consulting will share with members the myriad ways an expert network can accelerate growth, enhance client offerings, and foster innovation within your firm. We will explore how to identify opportunities to leverage expert knowledge to create value-added services and differentiate your firm in a competitive market.

Episode 181 - Transitioning Leadership: A Founder's Journey from Coach to COO

Fri, 09 Aug 2024 06:00:00 -0500

Join John Sherk as he shares a compelling story of navigating leadership transitions in a boutique business. Over the course of a decade, John mentored a young founder who, at 33, has built a remarkable company but struggles with the challenges of scaling up. Now, at 55, John has stepped into the role of interim COO, not only to guide the company's growth but to develop the next generation of leadership. John will discuss how he's strategically planning for a 5 to 10-year transition, preparing the company for an eventual exit while ensuring its current and future leaders are equipped to sustain success. Learn how this model of "mentorship in action" is filling crucial leadership gaps, aligning with long-term business goals, and creating a roadmap for both personal and organizational growth.

Episode 180 – Achieving a Successful Exit in Record Time

Fri, 02 Aug 2024 06:00:00 -0500

Join this session to hear the remarkable journey of how member Tim Foster achieved a successful exit in just three years, compared to the industry norm of 15 years. Discover the innovative strategies and key decisions that enabled Tim's firm to fast-track its growth and gain valuable insights from the lessons learned from the exit process. Tim will also share what he would do differently next time and provide practical advice and actionable tips for founders who are contemplating an exit. Don't miss this opportunity to learn from someone who has navigated the exit process successfully in record time.

Episode 179 – Scaling Success: How a Consulting Firm Grew from 12 to 250 Employees and Achieved a Triumphant Exit in 14 Years

Fri, 26 Jul 2024 06:00:00 -0500

In this session we explore the remarkable journey of a consulting firm that expanded from a small team of 12 to a robust organization of 250 employees over 14 years. Discover the strategic decisions, leadership principles, and innovative practices that fueled their growth and led to a successful exit. Join us as we delve into the challenges they faced, the lessons they learned, and the key factors behind their impressive transformation.

Episode 178 – From Idea to Publication: Navigating the Book Writing Journey

Fri, 19 Jul 2024 08:16:18 -0500

Join us for an enlightening session where Jamie Wasserman, Leader at Geigsen, will share the inspiring story behind her decision to write a book. Gain insights into the thought process and motivations that led to the creation of the initial manuscript. We will explore the decision to hire a publishing partner rather than opting for self-publishing, and the factors that influenced the choice of publisher. Join this session to learn from an author’s firsthand experience and gather valuable tips for your own writing and publishing journey.

Episode 177 – Accidentally Running a Firm: A Journey from Freelancer to Boutique Firm

Fri, 12 Jul 2024 06:00:00 -0500

In this session we will delve into the fascinating story of transforming a lifestyle firm into a thriving boutique business. Miles Kailburn, Founder and CEO of OTM will share how and when the decision was made to shift from a freelancer model to a true boutique, to today’s efforts to scale the firm. Discover the challenges, strategies, and lessons learned along the way, and gain valuable insights for your own business transformation.

Episode 176 – From Sidekick to Success: How a Trusted Number Two Fueled a Consulting Firm's Growth and Exit

Fri, 28 Jun 2024 06:00:00 -0500

In this session, we dive into the incredible journey of a consulting firm founder who found a pivotal ally in their number two. Join Brian Albers, COO at Data Clymer, and discover how his dynamic partnership with his founder drove the company’s growth, navigated the scaling challenges, and ultimately led to a successful exit. Through candid conversations and valuable insights, we explore the essential role of a strong second-in-command in transforming vision into reality.

Episode 175 – Best Practices For Handling Layoffs and Restructuring a Boutique Professional Service Firm

Fri, 21 Jun 2024 06:00:00 -0500

In this session, we explore what to do when the rosy forecast does not materialize, and you need to restructure your firm. This includes how to determine who to layoff, when to lay them off, how to do so in the proper way, how to support the now former employees during the transition and how to preserve the culture and keep morale up with the remaining employees.

Episode 174 – Resilience in the Spotlight: How One Marketing Agency Thrived Despite Employees Trying to Capitalize On The Cancel Culture

Fri, 14 Jun 2024 06:00:00 -0500

Join us as we delve into the gripping tale of a marketing agency's journey through the tumultuous waves of cancel culture. In the height of societal pressure, the agency's founders, driven by fear and uncertainty, offered their employees overly generous contracts. As the dust settled, they realized the unsustainable nature of their decisions and faced the daunting task of restructuring their workforce agreements. Tune in to discover how Ryan Gill and Chris Kneeland, Partners at Cult Collective, navigated this challenging terrain, replacing idealistic contracts with market-based, realistic agreements, and emerged stronger than ever before. This episode is a testament to the power of resilience and adaptability in the face of adversity.

Episode 173 – Blueprint for Scaling: How a CPA Firm is Scaling Through Franchising

Fri, 07 Jun 2024 06:00:00 -0500

In this session, we delve into the strategic journey of an accounting firm that has mastered the art of scaling by franchising its proven system. Collective 54 Member Matthew Peterson, Owner at True North Accounting, will share how they've transformed their business model to offer franchise opportunities that empower other entrepreneurs to build their own successful accounting firms. We explore the benefits and challenges of this approach, the critical components of their franchise system, and hear a firsthand account from a franchisor who has thrived under this model. Join us to discover how franchising can be a game-changer in the accounting industry.

Episode 172 – How to Build a Thriving Small Service Firm From a Single Anchor Account

Fri, 31 May 2024 06:00:00 -0500

In this session, we delve into the strategic approach of leveraging an anchor account to establish and grow a small service firm. Exploring the real-world example of how an IT Service firm was built with MetLife as the anchor account, we uncover the keys to success in building a thriving business around a single, foundational client. From cultivating strong relationships to diversifying services and expanding clientele, our discussion with Collective 54 Member Michael Gibbs, Founder & CEO at SureStep, offers actionable advice for entrepreneurs looking to navigate the journey of entrepreneurship with confidence and purpose. Tune in to learn how to harness the power of an anchor account to propel your service firm to new heights of success.

Episode 171 – Mastering the Hire: Securing the Ideal Sales Leader for Your Boutique Firm

Fri, 24 May 2024 06:00:00 -0500

In this session, we delve into the art and science of hiring the perfect sales leader for boutique professional service firms. Join Collective 54 member David Kendall, President & CEO at KAI Partners, as we discuss the unique challenges these firms face, the qualities that define a successful sales leader in this niche, and practical strategies to identify and attract top talent. Whether you're in the early stages of building your sales team or looking to elevate your firm to the next level, join us for expert advice and real-world examples to guide you through the hiring process.

Episode 170 – Taking the Reins: A CEO's Journey of Buying Out the Founder and Shaping the Future of a Boutique Professional ServiceFirm

Fri, 17 May 2024 06:00:00 -0500

In this session, we delve into the ambitious journey of a CEO who took the bold step of buying out the founder of a boutique professional service firm. Through an intimate conversation with Collective 54 Member Jessica Knox, CEO at Metrix, we explore the intricate negotiations, strategic planning, and the emotional rollercoaster that defined this pivotal transition. Discover how this daring move not only reshaped the firm's future but also set a new course for its legacy, culture, and the very essence of leadership within the industry. Join us as we unveil the challenges, triumphs, and the profound lessons learned along the way in transforming vision into reality.

https://www.collective54.com

Episode 169 – Maximizing Revenue Growth: Transforming Early Career Professionals Into Seasoned Revenue Generating Employees

Fri, 10 May 2024 06:00:00 -0500

In this session, we discuss some of the secrets of unlocking expansion revenue from within existing accounts. You'll learn from Collective 54 Member Phil Leary, Chief Operating Officer at Allata, on how nurturing and developing employees who begin their careers in non-revenue generating positions can lead to a surprising uptick in your bottom line as they learn how to become natural rain makers. Discover the approaches used to transform these high potential employees into powerhouse revenue generators, and how this approach not only boosts your firm's financial health but also fosters a culture of growth and innovation.

https://www.collective54.com

Episode 168 – Thriving Amidst the Heat: Navigating a Sudden Surge in Industry Competition

Fri, 03 May 2024 06:00:00 -0500

In this session, we delve into the challenges and opportunities presented when your industry segment suddenly becomes the hotbed of competition. With both heavyweight corporations and agile boutiques flocking to capitalize on the trend, how do you ensure your firm doesn't just survive but thrives? We'll explore strategic insights, share expert advice, and discuss real-world examples that have successfully navigated these waters. From differentiating your firm to innovating your offerings and optimizing operations, get ready to learn how to stand out and stay ahead in an increasingly crowded market.

Join us, together with Collective 54 Member Brad McAllister, Co-Founder & Director of Operations at WAP Sustainability, as we uncover the keys to turning industry heat into your competitive advantage.

http://www.collective54.com

Episode 167 – From Timelines to Bottom Lines: How a Consulting Firm Shifted From Time and Materials to Fixed Fees After 40 Years

Fri, 19 Apr 2024 06:00:00 -0500

In this session, we peel back the layers on how a seasoned ERP implementation consulting firm revolutionized its business model, moving from the traditional time and materials approach to a groundbreaking fixed fee structure.

Join Collective 54 Member Alan Wyne, CEO at Innovia Consulting, and discover the strategic decisions that led to this bold shift, the challenges overcome along the way, and the significant impact it had on their competitive edge and profit margins. Tune in to witness a story of adaptation, resilience, and success that could redefine the way you think about how you monetize your expertise.

http://www.collective54.com

Episode 166 – How to Go From Idea to Implementation Faster Than a Speeding Bullet

Fri, 12 Apr 2024 06:00:00 -0500

In this session we delve into the fast-paced world of an executive coach in the interior design industry, exploring the methods that she uses when it is time to stop studying and start doing.

Our role model, Collective 54 Member Gail Doby, Co-Founder at The Pearl Collective, shares her expert insights on how to deal with a large volume of ideas, how to prioritize them, how to sequence them, and how she includes her executive team to quicken implementation.

http://www.collective54.com

Episode 165 – Time Management: Strategies for Maximizing Employee Productivity in Boutique Professional Service Firms

Fri, 05 Apr 2024 06:00:00 -0500

In this session, we delve into the science of time management and the art maximizing employee productivity within boutique professional service firms. From strategic time management techniques to fostering a culture of efficiency, we explore actionable strategies to ensure every hour counts. Discover how to optimize resources, streamline processes, and empower employees to thrive, ultimately driving success for both individuals and the organization as a whole.

https://www.collective54.com

Episode 164 – From Client to Founder: The Journey of Building a Boutique Professional Service Firm

Fri, 29 Mar 2024 06:00:00 -0500

In this episode, we delve into the remarkable journey of Collective 54 Member, Dave Makerewich, Founder & President at Maven, who transitioned from being a client to establishing a thriving boutique professional service firm. Discover how his firsthand experience as a client shaped his understanding of the industry's needs and fueled his entrepreneurial spirit. Through insightful anecdotes and lessons learned, uncover the unique challenges and triumphs of building a business from a client's perspective.

https://www.collective54.com

Episode 163 – The Art of Valuation: Unveiling the Secrets Behind Firm Attractiveness and Price Determination

Fri, 15 Mar 2024 06:00:00 -0500

In this session, Collective 54 Member Tom Zucker, President at EdgePoint Advisors, and Greg Alexander review recent research from over 200 acquirers that suggests the 5 attributes that make a firm an attractive acquisition target, and the 4 attributes that scare acquirers away. The research quantifies how “attractiveness” drives up valuations and how you can increase the worth of your firm.

https://www.collective54.com

Episode 162 – The Task Force: How a Consulting Firm, After 20 Years, Committed to Scaling by Investing in a Dedicated Task Force

Fri, 08 Mar 2024 06:00:00 -0600

In this session, Collective 54 Member Andrew Thompson, CEO and Co-Founder at Notch Partners, LLC, together with their Head of Business and Financial Services, Jeff Weathers, will share how it is never too late to get serious about converting a lifestyle firm into a scalable boutique. This session will discuss the use of a dedicated task force to make up for lost time and how it can restart the boutique lifecycle clock. You will learn the who, what, when, where, why, and how to invest in a dedicated task force inside a small service firm to get back on track.

https://www.collective54.com

Episode 161 – Behind the Numbers: Decoding the Finances of a Boutique Service Firm

Fri, 01 Mar 2024 06:00:00 -0600

In this session, Collective 54 Member William Lieberman, Managing Partner at The CEO’s Right Hand, and Greg Alexander, simplify the financial jargon surrounding a boutique professional service firm's Profit and Loss (P&L) statement. Join us as we decode revenue, expenses, EBITDA and net income, offering insights applicable to any member, regardless of their financial expertise. Whether you're a consulting firm, marketing agency, systems integrator or another type of small service firm curious about financial matters, this exploration into the world of P&L statements provides valuable insights into understanding and interpreting financial health.

https://www.collective54.com

Episode 160 – The Rise, Fall, and Recovery of a Consulting Firm

Fri, 23 Feb 2024 06:00:00 -0600

Join Collective 54 Member Michael Ivie, Managing Partner at Phyton Consulting, and learn how his firm got to $3 million per month in revenue before their second birthday, crashed because of a Black Swan event, and executed a world class recovery, emerging stronger than ever. This session will help members identify risk, in all its forms, and develop a risk mitigation strategy to bullet proof their firms.

https://www.collective54.com

Episode 158 – Playing with Fire: The Perilous Truth About Client Concentration Risk in Boutique Service Firms

Fri, 09 Feb 2024 06:00:00 -0600

In this session, Collective 54 Member Jamey Harvey, CEO at Agilian, will share how he addressed one of the biggest risks for small service firms- client concentration. Items discussed will be benchmarks to measure client concentration, an early warning detection system, the impact on strategy client concentration should have on your firm, how long it takes to fix the issue, the most successful risk mitigation strategies, and how to prevent client concentration from destroying your firm.

http://www.collective54.com

Episode 157 – Family Ties and Business Lines: The Pros and Cons of Family Members Working Together in a Boutique Professional Service Firm

Fri, 02 Feb 2024 06:00:00 -0600

According to the US Bureau of Census, 90% of small businesses in America are family-owned and operated. Many Collective 54 members work alongside family members daily. Are you? Should you? There is a different set of management best practices used to grow, scale, and exit a service firm owned and operated by a family.

Attend this session to learn from Collective 54 Member Carajane Moore, President, together with her brother Tom Searcy, Founder and CEO, at Hunt Big Sales, on how mixing family and business can be an effective way to fulfill your dreams—personal and professional.

https://www.collective54.com

Episode 156 – Sealing the Deal: The Critical Role of Management Meetings in the Successful Sale of Your Firm

Fri, 26 Jan 2024 06:00:00 -0600

In this session, we delve into the pivotal function management meetings serve during the intricate
process of selling a firm. We'll explore how these gatherings can effectively showcase the company's
strengths, address potential concerns, and foster a sense of trust and transparency with prospective
buyers.

Attendees will learn from Collective 54 Member Matt Rosen, Founder & CEO at Allata, how to
leverage management meetings to not only impress buyers but also to secure a favorable sale outcome.

www.collective54.com

Episode 155 – How a Consulting Firm Got to $5 million in 6 Years Without Making a Single Sales Call Using Content Marketing

Fri, 19 Jan 2024 06:00:00 -0600

Join Collective 54 Member Andrea Fryrear, CEO and Co-Founder at AgileSherpas, to learn how to make
growing revenues easier by implementing content driven inbound marketing.

In this session you will learn what real content marketing is- why it works, how it is different than fake content marketing, how to engage an audience, create compelling content, use tech to scale, how content marketing scales a founder’s impact exponentially, ways to convert time wasted creating thought leadership into time well spent generating revenue, and ways to get started.

https://www.collective54.com

Episode 154 – How Boutique Firms Can Partner with Large Government Contractors to Win Large Lucrative Contracts

Fri, 12 Jan 2024 06:00:00 -0600

In this session, discover the inside track on how small service firms can punch above their weight and
land lucrative government contracts. Join Collective 54 Member Paul Karch, Founder at Gardant Global,
as he guides you through strategic partnerships with large contractors, providing the roadmap to
navigate the complexities of government procurement processes. Learn the secrets to leveraging these
alliances for growth, stability, and success in the public sector marketplace.

www.collective54.com

Episode 153 –Small Giant Merges with Industry Titan: How a 10-Person Firm Successfully Sold Itself to a 300-Person Professional Service Behemoth

Fri, 05 Jan 2024 06:00:00 -0600

In this insightful case study, we delve into the remarkable journey of a nimble 10-person professional
service firm as they navigate the complexities of selling their business to a 300-strong industry leader.

From leveraging their specialized expertise to fostering a culture that resonated with their larger
counterpart, Bart Mroz, Engagement Lead at ITX Corp., shares the key steps their small firm has taken to
position themselves as an indispensable asset, paving the way for a merger that promises to be a win-
win for all parties.

www.collective54.com

Episode 152 – A Model for Design Sales Incentive Compensation Plans for Boutique Professional Service Firms

Fri, 22 Dec 2023 06:00:00 -0600

In this session, join Collective 54 member John Kearney, Founder at The Buyer’s Way, as he discusses
how to build compensation plans for the sales function inside a boutique pro serv firm. He will share
how the comp plans need to change as a firm migrates from founder-led sales to a part-time sales force
to a mature fully function commercial sales team. Learn how to figure out how much to pay, the proper
split between salary and commission, the measures to pay commission on, and the costly mistakes to
avoid.

https://www.collective54.com

Episode 151 – Mastering the Exit: A Guide to Demystifying Due Diligence When Selling Your Business

Fri, 15 Dec 2023 06:00:00 -0600

Embarking on the journey of selling your firm can be as complex as it is exciting. In this session, join
Collective 54 member Jay Smith, Vice President of Sales at Integris IT, as he helps demystify the due
diligence process, ensuring you navigate these critical waters with confidence. From legal audits to
financial analysis to customer references and employee satisfaction reviews, we delve into the essential
steps every seller should undertake to secure a transparent and advantageous deal.

https://www.collective54.com

Episode 150 – Mastering the Pivot: Reframing Your Small Service Firm’s Value Proposition to Meet Your Clients’ Real Needs and Desires

Fri, 08 Dec 2023 08:52:40 -0600

Attend this session as Collective 54 member Tony Amador, Co-Founder & Chief Client Officer at Proxxy,
outlines the crucial steps for a small service firm to reposition its value proposition based on actual
client needs and desires. This session discusses the importance of listening to client feedback, extracting
actionable insights, and then applying them to refine the firm’s strengths and offerings.

https://www.collective54.com

Episode 149 – Why Professional Service Firms Should Never Become SaaS Companies

Fri, 01 Dec 2023 06:00:00 -0600

Many professional service firms foolishly think the path to scalability is to become a software company. However, founders of service firms make more money than founders of software firms, generate more wealth for themselves at exit, and succeed much more often.

Attend this session and learn from Collective 54 member Nathan Kievman, Co-Founder and CEO at Linked Strategies, on how you can avoid making the devasting mistake of trying to become a software company.

https://www.collective54.com

Episode 148 – Prompt Engineering: A New Skill That Professional Service Firms Need to Learn

Fri, 24 Nov 2023 06:00:00 -0600

Generative AI is transforming the professional services industry, lifting productivity levels to heights thought unobtainable. Interacting with large language models has become a required core competency. This is best done via prompt engineering.

Attend this session and learn what prompt engineering is from Collective 54 member, Stephen Straus, Managing Director at KUNGFU.AI, together with their Principal Machine Learning Engineer, Numa Dhamani.

https://www.collective54.com

Episode 147 – How to Recover from the Unexpected Departure of a Key Employee

Thu, 09 Nov 2023 11:25:54 -0600

Small service firms are overly dependent on a few key employees. The departure of one can cause much pain for the Founder and impede the progress of the firm, especially if it was unexpected.

Attend this session and learn from Collective 54 member, Phillip Acosta, CEO at GuROO LLC, on how you can prevent this trouble from stinging you.

https://www.collective54.com

Episode 146 – Brand Building in a Professional Service Firm

Fri, 03 Nov 2023 06:00:00 -0500

Your brand matters. In the professional service industry, Founders need a brand for the firm, the service offering, themselves, and their talent.

Attend this session and learn from Collective 54 member, Chad Prinkey, Owner at Well Built Construction Consulting, about how brands are built
inside small service firms, and how they help boutiques punch above their weight class.

https://www.collective54.com

Episode 145 –How Life Gets in the Way of Scaling a Professional Service Firm and What to Do About It

Fri, 27 Oct 2023 06:00:00 -0500

The personal lives of the Founders evolve as a firm advances. And the professional lives of the Founders morph as a firm matures. How can partners stay in harmony with themselves, and with each other, along the entrepreneurial journey?

This session with Collective 54 members Matt Jenkins and Nick Moretta, Partners at Other., shares how partners work well together and use a tool called The Commitment Letter.

https://www.collective54.com

Episode 144 – Revenue Mix: Balancing Staff Augmentation, Advisory, and Managed Services to Drive Margins

Fri, 20 Oct 2023 06:00:00 -0500

Boutique service firms often confuse staff augmentation work with advisory work and with managed services work. These are three different types of services that are marketed, sold, and delivered differently. Each has its own margin profile. Balancing the mix of these three correctly can be the difference between running a firm with good margins or a firm with poor margins.

Attend this session with Collective 54 member Ryan Buell, Founder & CEO at Sayva Solutions, and get clear on how to manage the revenue mix.

https://www.collective54.com

Episode 143 – The Basics of Doing Business with the Government

Fri, 13 Oct 2023 06:00:00 -0500

Uncle Sam is the world’s biggest client. Yet, many boutique service firms do not do business with the government.

This session with Collective 54 member Frank Tsamoutales, Founder & Chief Executive Officer at Tsamoutales Strategies, is for firms who do not do business with the government but wonder if they should. We will cover the basics such as why elections matter, understanding legislation, and partnering.

https://www.collective54.com

Episode 142 – Why Recruiting for Sales Positions in Small Service Firms is Different and How to Adapt

Fri, 06 Oct 2023 06:00:00 -0500

Recruiting for sales positions in a small service firm is not the same as recruiting for sales positions in a large service firm, or in a product company.

This session with Collective 54 member Carter Hopkins, Founder & CEO at Pursuit Sales Solutions, will help you avoid making costly hiring mistakes as you build out your sales team.

www.collective54.com

Episode 141 – The Secret to Big Sales: How an Executive Sponsor Program and Executive Language Wins Clients

Fri, 29 Sep 2023 06:00:00 -0500

What role should the Founder of a boutique professional service firm play in the process of acquiring new clients? That of an Executive Sponsor. And how can a Founder perform in this role with excellence? By using executive language.

Attend this session and learn from Collective 54 member, Carajane Moore, about executive sponsor programs and executive language. 

www.collective54.com

Episode 140 – Lead Generation Inside the Small Service Firm: How It Is Different and What to Do About It

Fri, 22 Sep 2023 06:00:00 -0500

Small service firms need to generate leads but are constrained by limited resources. Budget and talent are in short supply. Therefore, what works in a small service firm is different than what works in a large service firm, or in a product company.

Attend this session and learn from Collective 54 member Christian Banach, Principal & Chief Growth Officer at Christian Banach LLC, what works, and what does not work, for small service firms.

https://www.collective54.com

Episode 139 – How to Use the Post-Project Review to Scale Your Firm

Fri, 15 Sep 2023 06:00:00 -0500

Listening to clients intentionally is a core competency for service firms attempting to scale. There are 5 listening techniques appropriate for a boutique service firm. They are: 1- client advisory board, 2- post-project reviews, 3- client satisfaction program, 4- win-loss program, and 5- conferences. In this session, we take a deep dive into #2 post-project reviews.

Learn from Collective 54 member Nicole Merrill, Co-Founder and CEO at Vecteris, what post-project reviews, why they are required, the benefits they produce, and how and when to perform them.

https://www.collective54.com

Episode 138 – Journey Maps: What Are They, How Are They Used, and Why Every Professional Service Firm Needs Them

Fri, 08 Sep 2023 06:00:00 -0500

Quality work is table stakes, not a competitive advantage. Lots of firms deliver quality work and many clients cannot tell the difference between great work and average work. In contrast, the client experience is a powerful differentiator. Very few firms can deliver outstanding client experience consistently. Those that can scale. The tool they use to do so is called a journey map.

Attend this session and learn from Collective 54 member Miles Kailburn, Chief Executive Officer at Old Town Media, what a journey map is, and how to create and use them effectively.

https;//www.collective54.com

Episode 137 – How a Fast Growth Service Firm Formalized Goal Setting to Get Focused

Fri, 01 Sep 2023 06:00:00 -0500

A collection of tactics is not a strategy, nor is a financial forecast or a budget. A strategy defines who you serve, what you do, how you do it, and how you do it differently. And a strategy begins with a clear set of goals.

In this session, learn how Collective 54 member Jason Mills, Director of Engineering at TribalScale, and his team, adopted a formal goal-setting methodology, called OKRs, to get focused on what matters most.

https://www.collective54.com

Episode 136 – Why Podcasting Should be Part of a Professional Service Firms Marketing Mix

Fri, 25 Aug 2023 06:00:00 -0500

Podcasting is a perfect marketing channel for boutique professional service firms. It allows a firm to authentically connect with its target market at scale cost effectively. Yet, many members are not taking advantage of this tool.

In this session, Collective 54 member Tom Schwab, Founder at Interview Valet, will teach members how to leverage the podcasting channel to grow their firms.

https://www.collective54.com

Episode 135 – How a Founder of a Consulting Firm Generates 98% Employee Retention by Deploying a Blame Free Culture

Fri, 18 Aug 2023 06:00:00 -0500

As a firm scales, bureaucracy creeps in and slows the growth trajectory. Culture is a substitute for bureaucracy, and it allows a boutique to retain its identity as it scales.

In this session, learn from Collective 54 member George Jagodzinski, Managing Partner at Intevity, on how he as a founder built a powerful culture with a fully remote workforce, and how it led to outstanding business results.

https://www.collective54.com

Episode 134 – How to Capitalize on the Shifts in Labor Cost Across the Globe

Fri, 11 Aug 2023 06:00:00 -0500

Offshoring, or Nearshoring, is a proven method for founders to earn more. However, in a post-pandemic world, the acceptance of remote work has increased, and this has had a profound effect on labor costs across the globe.

In this session, learn from Collective 54 member Satyam Kantamneni, Managing Partner at UXReactor, on how the cost per hour shifts by location, and how to take advantage of the opportunities being created.

https://www.collective54.com

Episode 133 – From Stuck to Unstuck: How a Founder Transformed a Lifestyle Business

Fri, 04 Aug 2023 06:00:00 -0500

Collective 54 member Jamey Harvey, CEO at Agilian, has doubled revenue and tripled margins in 18 months. This session shares how he did it by implementing the Boutique Framework, in its entirety, instead of one idea at a time. Hear how this remarkable entrepreneur went for it and won.

https://www.collective54.com

Episode 132 – How Psychometric Talent Assessments Should be Used by Boutique Professional Service Firms

Fri, 28 Jul 2023 06:00:00 -0500

Pro serv firms are people-driven businesses, therefore, getting the people’s decisions right is mission critical. As a result, many members are using assessment tools, or have in the past. However, the results have been mixed.

In this session, learn from Collective 54 member Ted Jackson, Owner at SIGMA Assessment Systems, Inc., together with his Vice President & Head of R&D, Dr. Julie Carswell, on how to improve the results you are getting from assessment tools. Dr. Carswell is an expert on this topic, with a PhD in organizational psychology.

https://www.collective54.com

Episode 131 – Why a Merger of Equals Might Be Your Best Exit Strategy

Fri, 21 Jul 2023 06:00:00 -0500

Some members want to exit, but they cannot. The reasons are many. For example, insufficient EBITDA, high client concentration, over-dependence on a founder, and many others. The journey to fix these issues is clear but can take many years and millions of dollars. And for some, this is unattractive. An alternative is a merger of equals.

Attend this session and learn from the discussion with Collective 54 member Jonathan Wilson, President & Chief Value Creator at Dubb Value Creation, on how a merger of equals can convert an unsellable boutique into an attractive firm for many acquirers.

https://www.collective54.com

Episode 130 - How a Marketing Agency Executed a Layoff After a Rosy Forecast Failed to Materialize

Fri, 14 Jul 2023 13:17:00 -0500

Sei-Wook Kim ran his agency for 16 years and never had to lay anyone off. Then, in year 17, he had to lay off 15% of his work force. Layoffs are a fact of life when you run a boutique, especially if you do not have much recurring revenue. Sei-Wook will share lessons learned from his experience. These lessons will help you execute a layoff if, or when, the time comes.

https://www.collective54.com

Episode 129 - How to Improve Margins by Understanding the Difference Between a Client’s Ability to Pay and Their Willingness to Pay

Fri, 07 Jul 2023 13:00:00 -0500

In this session, member Ken Yager shares how he discovered that his traditional client was not going to get his firm to reach its full potential. Ken shares how he changed his ideal client profile, and as a result, has significantly improved his margins. Attend this session and learn how to adjust your target client profile as your firm progresses along its lifecycle.

https://www.collective54.com

Episode 128 - How to Begin Building a Sales Team with Fractional Sales Talent

Fri, 23 Jun 2023 06:00:00 -0500

Scaling boutiques need to build a sales team yet delay doing so because of the perceived risk and expense.

In this session, member Dan Morris shows us how to reduce the risk and ease into it by leveraging fractional sales leadership. Most boutiques use fractional finance, HR, IT, and Legal executives and it may be time for you to deploy the same approach to sales.

https://www.collective54.com

Episode 127 - Alternative Fee Structures: How and Why to Move Away from Hourly Billing

Fri, 16 Jun 2023 06:00:00 -0500

Moving away from hourly billing leads to better margins, higher client satisfaction, and happieremployees. Yet, many boutique founders are afraid to do it, and do not know how.

In this session, member Sonia Miller-Van Oort shares how she built her 12-person law firm using alternative fee structures.

https://www.collective54.com

Episode 126 - Syndicated Research: A Unique Way to Productize a Service and Generate Recurring Revenue

Fri, 09 Jun 2023 08:28:48 -0500

Selling and delivering insight is at the heart of what professional service firms do. Some pro serv firms
have packaged their expertise into research and sell it as a “product” via subscription. Attend this
session and hear how member Mike Ellison has done this and built a 95-person firm in the process.

https://www.collective54.com

Episode 125 - How a Founder of a Consulting Firm Added Equity Partners to Scale Beyond a Lifestyle Firm

Fri, 02 Jun 2023 06:00:00 -0500

Member Mike Braun started Pivotal Advisors with his brother to get off an airplane and make a living with less stress. One day he realized he wanted more than a lifestyle business. This required the recruitment of the next generation of leaders who wanted a piece of the pie. Mike masterfully created a plan to allow for equity to be shared with the new team. And in the process, he built a legacy, a firm that would last long after he and his brother were gone.

https://www.collective54.com

Episode 124 - How a Marketing Agency Has Removed The Founder Bottleneck

Fri, 26 May 2023 08:31:53 -0500

Power members Eric Weisgarber and Adam Diesselhorst have implemented succession planning at their marketing agency, inspired in part by the Collective 54 book The Founder Bottleneck. As a result, they have identified their high potential employees and are preparing them to take over the firm upon exit. This has allowed them to scale smoothly without the employee headaches and drama found in many firms.

https://www.collective54.com

Episode 123 - How a Pioneer from the SaaS Era is Jumping on the AI Wave to Re-invent his Firm

Fri, 19 May 2023 06:00:00 -0500

Member Jeff Pedowitz was one of the pioneers of the SaaS era by driving adoption of marketing automation technology from Eloqua, Marketo and others. This allowed his firm, The Pedowitz Group, to dominate his niche for almost two decades. Now, Jeff sees the next big wave, AI, and he shares with Collective 54 how to ride it all the way to the bank.

https://www.collective54.com

Episode 122 - How to Discover Why You Are Losing Deals, and What to Do About It

Fri, 12 May 2023 06:00:00 -0500

Win/Loss reviews are a powerful way to improve your sales results. Yet, most members are not doing them because they incorrectly think they are hard to do and require lots of time.

In this session, member Brady Jensen, and expert in win/loss reviews will give members the method, tools, and templates to allow them to do this correctly, quickly, and cheaply.

https://www.collective54.com

Episode 121 - Data Strategy: How Boutiques Can Get a 360 Degree View of Their Business

Fri, 05 May 2023 08:45:05 -0500

The average boutique pro-serv firm is using 10-15 SaaS applications yet none of them talk to each other. This makes it hard to get a true 360-degree view of your firm.

In this session, data warehousing expert and member Aron Clymer will show members how to solve this problem easily, and cost effectively.

https://www.collective54.com

Episode 120 - How a Consulting Firm Embraced Trial and Error When Building a Sales Team

Fri, 28 Apr 2023 06:12:00 -0500

Building a sales team inside of a consulting firm is hard. However, it is a requirement if a firm is going to scale beyond a Founder led lifestyle business. Adding to the difficulty, is the need to go through an expensive and time-consuming trial and error period. It takes patience and many experiments before a firm figures out what works for them.

Listen to this episode and hear from Collective 54 member, Scott Arias, how he figured out the model that worked for him. Scott is a war hero, and he has applied what he learned in the Navy to go from $0 to $20+ million in just 14 years. Members are encouraged to attend the exclusive Q&A session with Scott and his more about his inspiring story.

www.collective54.com

Episode 119 - How a Brave Founder of a 20-year-old HR Firm is Reinventing Himself

Fri, 21 Apr 2023 06:10:00 -0500

Running a lifestyle business can lull a Founder to sleep. The days, weeks, months, and years pass by as you are “doing just fine”. Then, one day, you are in your mid-50s, and realize you cannot retire, and after all these years, you don’t have much to show for your life’s work. What then?

Listen to this episode and learn how Collective 54 member, Tad McIntosh, is dealing with this head on. Tad shares how after 20+ years he is trying to convert a lifestyle business into something he scale, and sell, someday. Members who attend the private Q&A with Tad can ask him the tough questions directly and learn from their peers, many of whom are in the same situation as Tad.

https://www.collective54.com

Episode 118 - How Canada’s Fastest Growing eCommerce Agency Scaled Quickly Through

Fri, 14 Apr 2023 06:15:00 -0500

The Pro Serv Podcast often discusses how to exit a professional service firm. But, on this episode, we flip the script and discuss how to scale by purchasing professional service firms.

Collective 54 member, Colton Hathaway, shares how Northern Commerce was created through a merger, and how they have grown by acquiring other firms. By listening to this episode, you will learn how you might do the same. If you are a member, be sure to participate in the private Q&A with Colton and ask him the specific how-to questions you will have after listening to this show.