Learn how a successful consultancy firm, Freeman Clarke, carved a unique path to success by focusing on mid-market clients, forming strong client relationships, and choosing a hands-on approach. Discover the benefits of targeting a niche market, building strong partnerships, and scaling a consulting business in the IT industry. Explore insights on expanding into the US market, impactful career advice, and the challenges of the consulting industry dynamics.
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Freeman Clarke's Origin
Graeme Freeman and Steve Clarke were the only people they knew with portfolio careers in IT.
This led them to start Freeman Clarke, focusing on fractional IT leadership for the mid-market.
insights INSIGHT
Mid-Market Opportunity
The mid-market presents a unique opportunity for fractional IT leadership.
Mid-market companies need IT leadership but lack the resources for full-time roles.
question_answer ANECDOTE
Early Testing
Graeme and Steve tested their business model and product-market fit before formally launching Freeman Clarke.
They conducted experimental sales meetings, some of which were "laughable" in hindsight.
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We’re all told that ‘land and expand’ is the only way to grow a consultancy. But what if we told you that you could grow a successful firm by doing the opposite, by providing fractional support to clients that will never need a huge team to help them deliver their goals.
Today’s guest has proven that it can be done, and in this episode we dive into how you can grow a substantial advisory business doing just that.
Graeme Freeman is Co-founder of Freeman Clarke, the largest & most experienced team of fractional IT leaders for the mid-market.
Having run IT services businesses, built commercial software products, and been a corporate CIO and non-executive director, Graeme had deep experience in IT. But stepping out into his own portfolio career, he saw the opportunity for something more. After considering various options and ideas, it was the chance meeting with Steve Clarke that led to launching Freeman Clarke. And the rest, as they say, is history.
By focusing on a niche market, fostering genuine client relationships, and taking a hands-on approach to delivery, Freeman Clarke has carved their own path to success that’s helped the business to scale, on both sides of the pond.
In this episode, Graeme and Nick dive in to the unorthodox path that Freeman Clarke has taken, and share many of the foundations that have led to their success, including:
- Why Freeman Clarke focuses on the mid-market and the benefits to working with clients of this size.
- How Freeman Clarke have built their marketing machine and the long term view they take that’s helped them turn trickles of leads into a volcano of new business.
- And how Freeman Clarke have been able to grow their business so successfully, by being laser focused on client satisfaction and staying true to their core service proposition.
This interview is a fantastic reminder that there’s always ways to do things differently in consulting and that there’s often hidden benefits from taking the path less travelled.
We hope you enjoy the show!
Reach out to Graeme: https://www.linkedin.com/in/freemangraeme?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BKM8CblTiSZubazXv%2Bl36sw%3D%3D
Books, magazines, and websites mentioned in the show:
The Remains of the Day by Kazuo Ishiguro
Edward de Bono's series of books on thinking
Climb In Consulting