Insights on Growth

In this day and age, with such uncertainty around federal funds flowing to states and local governments, scaling a professional services firm focused on the State, Local, and Education (SLED) market can be daunting.  Firms are facing significant structural and market-related challenges that are impacting revenues, margins, and growth.  One major hurdle is the difficulty…

In an earlier article, we introduced a framework that will allow technology as well as services firms to scale their business by focusing on five elements designed, collectively, to make opportunity identification and selling more effective, yield greater success with proposals, ensure alignment of services and offerings with market needs, improve brand recognition, and build…

In my career as a seller and deliverer of technology and professional services, I’ve found that few things competitively separate services firms more than empathy – especially when it comes to competing for new business.  Unlike with a commodity product, a successful technology solution, or services, sale most often requires the seller to convince the buyer…

Introduction The professional services sector has experienced explosive growth over the past 50 years, driven, largely, by technological advancement and business management innovation. Despite recent challenges, this sector continues to present attractive investment opportunities, particularly as the sector evolves to address emerging market dynamics – however there are operational areas where deeper due diligence will…

Introduction Professional services firms – including management consulting, accounting, law, technology services, and others – have traditionally thrived on the expertise of their people. Knowledge, relationships, and reputation were the key differentiators that defined market success; yet the rapid advance of artificial intelligence (AI) is now reshaping this landscape with significant ramifications for how firms…