The Professional Services Pursuit Ep. 93 - The 3 P's to Profit: Proposition, Positioning, and Pricing for Growth w/ Alex Klein and Tom Rodenhauser (Part 1)
In this episode, we kick off a new series with Kennedy Intelligence, diving into the challenges and strategies for professional services firms aiming to break through the $30 million revenue ceiling. Throughout this series will be challenging some of the most persistent myths in the consulting growth journey, backed by real stories, real data, and some healthy debate.
In this first session Brent is joined by Kennedy Intelligence experts Alex Klein and Tom Rodenhauser to discuss the critical importance of a strong, focused, compelling value proposition, and practical steps firms can take to achieve scalable growth.
Key Topics Covered:
- Why a strong value proposition is essential (and what you're losing without it).
- The need to understand the specific role you play for your clients to effectively differentiate
- The interplay between a firm's proposition, positioning (differentiation), and pricing strategy
- The common challenges firms face as they try to scale beyond $30 million in revenue, including over-reliance on principal relationships
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