We recognize the unique challenges and structures inherent in professional services. Of course PS firms fall along a continuum from “Luminary Consulting” to commodity and the approach to marketing and sales varies widely. There is tremendous untapped potential for PS firms to better scale business development and take advantage of new strategies technology toward engaging accounts and business leaders.
Some of the issues we help address include
Professional Development – Training the Emerging Sales Team
Navigating the Seller/Do’er Model
Attribution and Revenue Sharing
Account Management and Proposition Selling
Account Management and Partner Collaboration
Personal Branding and Speaking
Building Awareness in a Thought Leadership Model
Sales and Portfolio Management
Persuasive Communications and Top-down Thinking.
We have extensive experience as principals in leading management consulting and professionals services (PS) firms and we combine this vertical industry insight with our core horizontal services for revenue strategy, revenue systems and revenue programs.
The Business Architecture Continuum
The Continuum illustrates how a business will adjust their business model along a continuum in pursuit of greater margin or greater scale.
At one end is “Commodity Product” (high scale / lower margin) and at the other is “Luminary Consultant” (high margin/ lower scale). When you shift left or right along this continuum, your underlying revenue architecture – the building blocks of sales and marketing – must change as well. We help you do this.
Align Your Revenue Architecture with Your Business Architecture
Revenue Architecture is an adaptive process for sustainable and predictable revenue growth.
Strategy: Align the go-to-market strategy with the business model.
Systems: Enable sales by integrating the brand, channels, people and processes.
Programs: Buyer engagement programs across marketing and sales.
The Building Blocks of a Revenue Architecture
Strategy Building Blocks
Systems Building Blocks
People and Talent
Programs Building Blocks
Learn More about our Professional Services Practice.