Solution - The Firm Value System
Three Systematic Capabilities That Transform How Professional Services Firms Grow
Professional services firms typically capture only one-third of revenue potential in existing accounts, build strategy on internal opinions instead of client voice, and depend on rainmakers they can't replace. The Firm Value System fixes this through systematic capabilities, not accidental heroics.
1. CAPTURE: Maximize Revenue Already in Your Accounts
The Problem I'm Solving:
Professional services firms are sitting on hidden revenue in existing and dormant accounts. Partners are too busy delivering to spot expansion signals. Delivery teams know about opportunities but have no system to surface them. We focus here first because it's the most certain and shortest path to revenue growth and ROI.
What I Do:
We implement the PACE™ methodology (Players, Access, Clues, Execution)—a 30-minute quarterly intelligence system that replaces complex annual account planning. Your partners identify ONE target buyer, ONE priority signal, and ONE concrete play every 90 days. This creates a systematic rhythm for capturing private intelligence and acting on it before competitors even know opportunities exist.
Typical Outcomes:
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Meaningful expansion opportunities identified in first 90 days that typically pay for the entire engagement
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Competitors kept out of accounts through proactive relationship development
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Private intelligence captured giving you 4-8 week head start on expansion
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Partners spending 30 minutes quarterly instead of hours on complex account plans that never get executed
Real Example: At Echelon Performance, systematic PACE execution doubled revenue in year one, then doubled it again in year two—without chasing new clients.
2. ARCHITECT: Build Growth Strategy From Client Voice and Market Reality
The Problem I'm Solving:
Most firms build growth strategy by looking inward—what partners want to sell, what capabilities they already have, what the loudest voice in the room believes. The result: strategy disconnected from what clients actually value and what markets actually reward.
What I Do:
We help you architect pragmatic growth strategy grounded in two sources of truth: systematic Voice of Client research revealing what your buyers actually want, and deep market analysis uncovering the real drivers of demand in your space. This creates strategy that builds on existing capabilities with minimal disruption—no massive transformation required.
Typical Outcomes:
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Growth strategy based on market reality, not internal opinions
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Clear priorities for where to invest and where to prune
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Positioning that leverages what you already do well
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Execution roadmap that doesn't require organizational upheaval
Real Example: At Miller Heiman, systematic listening to how CRM buyers actually made decisions—combined with understanding enterprise software market shifts—revealed the repositioning opportunity that transformed a declining training company into a strategic enterprise partner, all without building new services from scratch.
3. EQUIP: Build Systematic Business Development Capability
The Problem I'm Solving:
Firms commanding 6x multiples have systematic BD capabilities. Firms stuck at 3x depend on heroic rainmakers. When it's time to exit, buyers discount for dependency.
What I Do:
We help firms build systematic business development as an institutional capability: creating repeatable sales processes, upskilling client-facing teams to execute consultatively, positioning individual partners as recognized experts, and building thought leadership that converts visibility into revenue.
Typical Outcomes:
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Business development becomes a system, not a dependency
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Client-facing teams equipped with consistent methodology and playbooks
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Partners build authority systematically in target domains
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Premium valuations because growth is predictable, not accidental
Real Example: At Caliper, we created a repeatable consultative sales process and built comprehensive use case playbooks. Then we upskilled the entire client-facing team—both direct sales and channel partners—to execute the broader solution-selling approach. Result: reversed flat-lining trajectory to 15% annual growth and achieved a 2.5x valuation increase at exit.
