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In today's LEADERS IN CONSULTING episode, our host Sammy), Managing Partner and founder for SAWOO )catches up with Greg Alexander), Chief Investment Officer for Capital 54). 1. How Greg built and sold his 30 person consultancy for $162m 2. Why the hero complex holds most consultancies back from scaling3. How to decouple revenue growth from employee growth4. Why you should explore offshoring and the freelance workforce and how that reduces risk and increases profit5. How to get to over 50% margins with your consultancy6. Bye Bye to the "only partners sell projects" logic - why you should invest into a sales engine with dedicated business development staff or hire external power to help you grow7. Two things that make your sales people successful8. How to hire the perfect sales person for your company9. How to leverage podcasting to demonstrate thought leadership that increases your brand awareness10. Why you need to deliver apps instead of PowerPoints and how to do soShownotes:- Greg mentioned the book "Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives") a great resource for how to hire salespeople- Greg recommends his favorite book at the moment about the science behind decision making: "Thinking, Fast and Slow)"- Greg's own Book about "How to make your professional service company ready to sell)"- Greg's initiative to help and connect professional service companies: )www.collective54.com)- Greg's company that invests into professional service companies: )https://www.linkedin.com/company/capital54/) - Sammy's book tip on how to optimize your hiring process: "Who: The A Method For Hiring") by Geoff Smart- Get in touch with Greg: [email protected]
