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Building Partner-Centric Services Companies with Ellen Daley
This week I pick up where last week’s conversation with Ellen Daley left off. As I mentioned last week, Ellen was the CEO of Acorio, a ServiceNow…
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Chris Hart
33:07
Ellen Daley and The Key Characteristics of Fast Growing Services Businesses
I recently caught up with Ellen Daley, an experienced board member and advisor for professional services firms. Ellen was the CEO of Acorio, a…
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Chris Hart
46:06
Avoiding The Quagmires of Geographic Expansion
👋🏼 A quick programming note before we dive into this week’s topic… I’ve published two podcast episodes over the last two weeks and have several more…
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Chris Hart

March 2023

Navigating an investment banking sales process
This week I’m joined by Steve Bernet, a CFO and finance leader, to talk about navigating an investment banking sales process for selling a professional…
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Chris Hart
 and 
Steve Bernet
46:25
Building Culture In Services Businesses
Listen now | ... plus a deep dive into the challenges and benefits of remote-first work
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Chris Hart
42:22
Narrow Focus Is A Superpower
A framework for being deliberate about where a services firm focuses time and energy
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Chris Hart
Taking questions for upcoming collaborations
... and a quick post about some common pitfalls in margin reporting
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Chris Hart

February 2023

Preparing to Sell an IT Services Business
The owners of an IT services business may reach the point where they want to sell the business. Selling any business is an involved process, and it can…
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Chris Hart
Sales Commission Plans for Professional Services Companies with Dedicated Sales Teams
Building an effective sales function is critical to the success of professional services companies. Doing so requires answering three key questions…
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Chris Hart
How To: Create a Complete Forecast Including Sales and Backlog
Last week’s post focused on a technique to forecast revenue from work in a services business where the contracts had already been signed (i.e., “sold…
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Chris Hart
How To: Forecast Revenue (and Reduce Stress)
Almost every services business founder has a story like this: The month just ended. Your instincts were telling you this would be a great month for…
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Chris Hart
Cognizant's Q4 Earnings and Takeaways For Early Stage Services Businesses
Cognizant announced their 4Q22 and FY22 earnings yesterday. I thought I’d share a few observations and what early-stage services businesses may be able…
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Chris Hart
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