Podcasts

Greg Alexander and Sean Magennis share insight on how to start, scale, and sell a professional services firm via their new podcast, The Boutique.

Riding on the back of Greg Alexander’s new book release, The Boutique, he and Capital 54 CEO Sean Magennis discuss how to scale a professional services firm over the course of 48 episodes. Click on any of the episodes below to listen!

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Episode 41: The Boutique: Why Engagement Type is a Key to Growth

The type of engagement you sell and deliver determines the growth strategy of a boutique. There are
two types of engagements – elephants and rabbits and understanding which you are hunting is a key to
growth.

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Episode 40: The Boutique: What No One Tells You About Failed Attempts to Exit

A top reason owners fail to exit is a decline in performance during the process of selling the firm. On this episode, we discuss how to avoid making this mistake.

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Episode 39: The Boutique: 4 Different Recruiting Needs for Proserv Firms to Scale

As your boutique professional service firm scales, recruiting shows up on the list of priorities. The days of recruiting from your personal network are over and the ability to recruit at scale separates the winners from the losers.

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Episode 38: The Boutique: How to Market and Sell Like a Pro

Founders of boutiques can increase their rate of growth by professionalizing their marketing and sales approach. On this episode, learn the fundamental building blocks to professionalize your sales and marketing efforts.

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Episode 37: The Boutique: The One Thing No One Tells You about Scaling your Firm

Founders of boutiques often mistakenly equate number of employees with success. However, lots of employees may signal a poorly run firm. On this episode, we make the case for fewer employees and illustrate the impact to profitability.

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Episode 36: The Boutique: The 3 Commandments of Service Design

Your service offering must deliver value to the client and designing it correctly is a mission-critical task. On this episode, we discuss how to re-think service design and delivery to accelerate profits.

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Episode 35: The Boutique: How to Prevent Greed from Stopping Your Exit

Greed, if left unchecked, can get in the way of a successful exit. On this episode, we discuss a framework to help you keep greed from sinking your deal.

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Episode 34: The Boutique: What to Do When Clients Do Not Recognize Your Brilliance

There is a difference between quality work and a great client experience. Firms that add a great client experience to high-quality work reach scale, and those who do not, stay small lifestyle businesses. On this episode, we discuss the importance of the client experience.

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Episode 33: The Boutique: A Practical Guide To Monetize Professional Services

Boutiques constrain their growth by thinking too narrowly about monetization. They often think there is only one way to charge and only a couple of revenue sources available to them. We discuss the 9 common ways to make money in the professional services industry.

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Episode 32: The Boutique: The Anatomy of the Buy vs. Build Decision

To sell your firm you must prove to a buyer that buying your firm is a better move than building the practice internally. We review a framework to help you think through the buy vs. build decision from the perspective of an investor.

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Episode 31: The Boutique: 5 WAYS TO REMAIN RELEVANT TO YOUR CLIENTS

Scaling a boutique requires new service offerings. Firms that keep bringing the same thing to clients, over and over, stall out due to client fatigue. Building a system to continuously listen to clients and develop new offerings is key.

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Episode 30: The Boutique: 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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