Course curriculum

  • 1

    Introduction to Growing Your Firm

    • The Myths of Scaling

    • The Small Firm Landscape

    • From Launch to Sale

    • What does Growth Look Like?

  • 2

    Mindset

    • Mindset Traps

    • From Employee to Boss

    • A Humble Mindset

    • An Entrepreneurial Mindset

    • A Trusting Mindset

    • You and Yours

    • Leadership

    • Other Leaders

  • 3

    Strategy

    • The PSF Value Model

    • Strategic Planning For Growth: The Two Year Plan

    • Culture, Values and Narrative

    • Leverage

    • Strategies for Growth

    • Internationalisation

    • Strategy Processes

  • 4

    Marketing for Growth: Attracting More, Better Clients

    • Marketing Strategy

    • Digital Strategy and Plan

    • Marketing Plan

    • Getting Branding Right

    • Unlocking Thought Leadership

    • Client Relationship Management

  • 5

    Without Sales, You Don't Grow

    • Sales Processes

    • Pipeline Management

    • Client Concentration

    • Retainers

    • Networking

    • Sales Growth Strategy

    • Multi-Channel Marketing

    • Tactics

  • 6

    Developing New Services

    • Intellectual Property: Service and Products as Assets

    • Revenue Generating IP

    • Proprietary Methods and Tools

    • Digital Databases and Benchmarking

    • Innovation

    • Pricing

  • 7

    Firm Design for Growth

    • Leverage

    • Processes and Roles

    • Structure

    • One Firm vs. Warlord

    • Professional Service Automation: Pin This Map to Your Wall

    • Congruence

    • Technology

    • Key Performance Indicators

  • 8

    Managing Finances During Growth

    • Revisiting Value

    • What Buyers Want

    • Maximising Gross Margin

    • Cashflow is King, but...

    • Getting Funding for Faster Growth

    • When Recession Hits

  • 9

    Growing The People Side

    • People Strategy: Leverage Revisited

    • Affiliates (Contractors) & Employees

    • How to Bring on People

    • Bringing on Senior People

    • Training

    • Utilisation

    • Equity, Promotions and Rewards

  • 10

    Preparing for Sale

    • Selling Your Firm

    • Long Before Leaving

    • Succession Planning

    • Who Buys, Why and How

    • Types of Buyers

    • The Buying Process

    • When Buyers Don't Want What is Best