Leading Edge Value Creation
Professional Services... The Truth
Over the past twelve months I have been working with Blair Enns to establish a new consulting service, Win Without Pitching (WWP) - Professional Services. Our partnership brings together the proven WWP value creation and growth approach and First Follower’s expertise in successfully growing professional services.
We truly believe this unique approach will transform those working in consultative environments, including architectural* and design firms, legal services, consulting engineers and accountants.
A World First in Professional Services
Have you ever sat down in front of your computer, with an electronic request for proposal (RFP) or template open on your monitor? The cursor blinking as you try to draft a methodology in 250 words.
It’s Not All High Performance. Sometimes It’s The Exact Opposite.
Well it is official!
I am thrilled to finally announce the launch of Win Without Pitching - Professional Services together with the amazing Blair Enns, Founder and CEO of WWP and author of Pricing Creativity: A Guide to Profit Beyond the Billable Hour.
This is a collaboration Blair and I have been working on for over twelve months. Let me tell you a little bit about its gestation.
Pebble, Stone, Boulder
I’ve never been great at mindfulness or meditating, and yoga well let’s just say I’m the person at the back of the room looking decidedly like a downward dog but with far less grace. Namaste indeed!
Part of the issue is having a way too busy brain which is always making lists, analysing what has gone on that day, what could have been done better, following up on the actions from last week, scooting ahead as I calculate what needs to be done for my clients (there are apparently 80 odd working days left this year everyone…!) and and and…you get the picture.
Construction and High Heels
Earlier this week I was reading my eldest daughter's electronic journal (Seesaw) which enables you to view photos and updates of the work being undertaken throughout the term. The update related to a story plan Olivia was developing, and her teacher had commented 'pebble, rock, boulder'.
Business Development Isn't Sexy
This month is all about hard hats, construction, consent, compliance and seismic engineering. Which may seem somewhat of a juxtaposition to the perception of the work undertaken by First Follower.
But let me take you back twenty odd years. I was the Communications Manager on the Hallam Bypass freeway project (which to this day I can recite the spiel ‘this $165M, 7.5km freeway project will reduce congestion and improve access through the growth corridor of Casey, the fastest growing municipality in Australia. Removing 10 sets of traffic light…’ oh boy!
Not All Clients Are Created Equal…
It is a well know fact I love champagne.*
But is it nature or nurture that has bought about this love?
It could be the by-product of my food and wine loving family (if you’d want to know more about the amazing work my brother does for Singapore Airlines, follow him here), and is therefore nature?
Here at First Follower we design and execute growth strategies for professional services firms.
Growth can mean different things to different organisations. The first thing we do is ask about the desired future state, and how the firm is looking to grow. For example, is the organisation looking to: