Big Thoughts on Creating Value From Serial Founder, Jay Laabs
Jay Laabs, CEO of Spaulding Ridge, shares hard-learned lessons from life as a serial founder, acquirer, and board member of professional services firms. From defining value to measuring what matters most to firing clients, Jay offers priceless advice for his peers trying to create more valuable firms. Podcast: Play in new window | DownloadSubscribe: RSS
Adapting Your Business Model to Maximize Value with Mark Stach
Mark Stach, Chief Services Officer from ESG SaaS-provider Sphera, shares when, why, and how firms should change their business models to maximize value for clients and the firm. Podcast: Play in new window | DownloadSubscribe: RSS
Determining and Driving a Firm’s Core Value-A Turnaround Expert’s View
Jeff Hyland from turnaround expert, CR3, tells us how CR3 determines a firm’s core value and why inertia is the greatest threat to long-term value creation for both healthy and at-risk firms. Podcast: Play in new window | DownloadSubscribe: RSS
Creating and Realizing Value in the AEC Industry
Steve Gido from ROG Partners, a leading valuation firm, talks about macro and micro trends impacting the creation and realization of value in the AEC industry. Podcast: Play in new window | DownloadSubscribe: RSS
The Investor’s Perspective on Value
Michelle Swan joins us to talk about the objective and subjective value drivers that her growth-equity firm, Tercera, uses to evaluate firms. We learn that value is often in the eye of the beholder. Podcast: Play in new window | DownloadSubscribe: RSS
The Importance of Creating a Valuable Firm
We pivot to our new series, Creating a more valuable firm. In this episode, we talk about the definition of value and the value-creating levers leaders can pull to systematically enhance their firms. Podcast: Play in new window | DownloadSubscribe: RSS
Moving Beyond Just a List: Developing a Strategic Key Account Program
Brian Caffarelli from Hewitt joins us again to share how to select key accounts, align your firm, and begin pursuing your ideal targets. Podcast: Play in new window | DownloadSubscribe: RSS
Is the Unified Commercial Engine Organizational Structure Right for Professional Services Firms?
The Unified Commercial Engine used by Smart Technologies is an intuitive and innovative approach to organizing the sales and marketing function. We discuss the pros and cons of using it in professional services firms. Podcast: Play in new window | DownloadSubscribe: RSS
Moving from a Reactive to Proactive Sales Strategy
Whether selling candy bars or complex B2B solutions, you need a sales plan. Jeff Bishop shares how to set your sales strategy in motion with actionable sales planning guidance. Podcast: Play in new window | DownloadSubscribe: RSS
Blowing Up Sales and Marketing with the Unified Commercial Engine
What would happen if you blew up sales and marketing altogether? As it turns out, Jenna Pipchuk and Jeff Lowe of Smart Technologies did just that. And amazing things started to happen. Podcast: Play in new window | DownloadSubscribe: RSS