The Professional Services Pursuit

• The importance of ARR for SaaS companies
• Best practices for SaaS companies to structure their service sales responsibility
• Driving success and revenue targets for professional services companies

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Michael Burton, CEO of the martech consulting company Stitch, joins this podcast episode to discuss best practices to use in today’s environment of a boutique consultancy!

Other topics discussed in this episode include:

• The connection between embedded services and a boutique consultancy
• Criteria for selecting the right business partners
• The importance of building up consultants within your organization
• How to make sure your partners are growing alongside your firm
• The three paths to focus on when growing your consultancy
• What services look like on an ongoing basis as opposed to initial implementation
• How to grow your consultancy without adding more clients

Learn more about Michael and Stitch here: https://www.stitch.cx/

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On this episode of The Professional Services Pursuit, we are joined by Blair Enns, esteemed author and founder of Win Without Pitching. Our host Brent Tremble joins Blair to discuss the art of winning deals without the need to pitch for a client. The conversation includes valuable insights from his book, The Win Without Pitching Manifesto, which has sold over 80,000 copies and garnered more than 1,500 5-star reviews on Amazon.

Other topics also discussed in this episode include:

• Where winning without pitching is applicable to a firm
• An “advantaged player” and how that influences a relationship
• The new value-based approach to agency pricing

For more information about the podcast or to enter the giveaway, please contact [email protected].

Click here to learn more about Blair’s company – Win Without Pitching

Click here to learn more about Blair’s marketing podcast – 20% – The Marketing Procurement Podcast

Click here to learn more about Blair’s entrepreneurship podcast – 2Bobs: Conversations on the Art of Creative Entrepreneurship

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We are excited to welcome Peter Taylor, who brings over 30 years of experience in strategic project planning and transformational change management to the podcast! Banoo and Peter dig into the utilization of AI tools and how they can influence the project management process. With the continuous development of AI, business leaders are innovating their processes to best deliver projects. Here is how Peter is seeing it all unfold.

Other topics discussed in this episode include:

• The impact of AI on the industry
• How AI can improve the client experience
• The right and the wrong applications for AI
• A special giveaway at the end of the episode!

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Welcome back to part 2 of our two part podcast with Shane Anastasi of PS Principles. In this episode, Banoo and Shane dive into some of the biggest downfalls of traditional project success measurements, how to properly coach your clients to manage change, and a sneak peak into Shane’s new book and training, Project Dynamics.

Other topics covered in this episode include:

• How to align the client with necessary change
• The downfall of traditional success measurements 
• Defining achievable success beyond on-scope, on-time, on-budget
• How and when to implement change - project dynamics
• How to create leverage through receivers advantage
• The value of proactive leadership
• Shane’s top tip for negotiating change orders

Learn more about PS Principles and sign up for their newsletter to stay ahead of the professional services industry curve: https://www.psprinciples.com/home

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Welcome to part 1 of a two part episode with author, speaker, entrepreneur, and professional services strategic advisor, Shane Anastasi. Shane is currently the CEO and founder of PS Principles and joins us to discuss the biggest challenges professional services teams face and his key philosophies for being a better project leader and driving better client outcomes.

Other topics also discussed in this episode include:

• The downfalls of traditional PMI training and the importance of defining professional services within your organization
• Moving away from order taking to celebrating services and its impact
• How to become more consulting oriented towards customers and improve the customers desired long-term outcomes
• Embracing the idea of proactive escalations instead of reactive escalations

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Our hosts come together again for the final session in our 4-part Linkedin Live series to talk with Kantata’s Chief Product Officer, Jared Haleck. In this episode they dive into the importance of employee experience, how technology plays into that, and how the creation and adoption of technology is shifting to be more vertical specific.

Other Topics covered in this episode include:

• Why ROI is no longer the number 1 reason to buy technology
• Optimizing user experience to match generational expectations
• How to make the right technology investments for your specific industry
• The shift to vertical SaaS
• Service Performance Insight ROI data regarding the value of purpose-built solutions 
• The importance of a phased approach when implementing new technologies
• Approaching Ai as a solution instead of a problem

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Welcome back for the 3rd recording from our 4-part Linkedin Live series that Kantata is hosting. In this episode, we talk with Tom Beck, the Executive Director of SoDA (Society of Digital Agencies). Tom talks about the 2023 Digital Outlook Study – an annual study by Forrester and SoDA that delves into spending plans, strategic priorities, and key industry issues from the perspective of marketing and technology leaders. Brent, Banoo and Tom dig into some of highlights from the report and provide an overview of what to expect in 2023 and beyond:

• Indicators of how concerned agencies and marketing firms should be about the economy
• How client-side spending is impacting key agency initiatives
• Client-side strategic priorities around organizational growth and how that’s that impacting agencies
• Accelerated investments in digital marketing and tech 
• How talent struggles are shaping the agency space and shifting them to be more specialized

To learn more download the 2023 Digital Outlook Study on the SoDA website:

https://www.sodaspeaks.com/research

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On this episode of the podcast we bring you another live session from our LinkedIn Live series that is tackling the key trends shaping 2023. From the “Great Resignation” of 2021/2022 to the current situation in 2023, companies have had to swing from increased compensation to layoffs, despite still facing skills gaps and talent shortages. Kantata’s CPO, Gina Hartigan, joins Banoo to discuss these challenges and how to develop a more agile and valued workforce. 

Other topics covered in this episode are:

• The multidimensional approach required to overcoming the hiring and skills gap
• The long term effects and how businesses will need to adapt to the current labor market
• The new labor currency - flexibility and career development 
• How to optimize your hiring process and do more with your existing workforce
• The importance of streamlined processes and automation

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• The biggest challenges PS firms are grappling with right now
• Adaptive leadership
• Optimizing the experience and lifetime value of customers and employees
• Find friction points, measure relentlessly, improve what you measure
• Aligning IT spending with business priorities
• Achieving healthy transparency

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