The person to look for is the leader responsible for growth: the founder, a partner, or the head of a practice or division inside a larger firm.
In the UAE and the Gulf: mostly law firms and consultancies, from five people to five hundred.
In the UK and the US: firms where the people who do the work also have to win it, such as law firms, accountants and consultants, from five people to five hundred. I also help UK and US firms enter the Gulf.
What you might hear, and what to send
| If they say | Send |
|---|---|
| “We don’t know where to start.” | Message 1 or 2 |
| “We’re not sure where to focus.” | Message 1 or 2 |
| “We need more clients.” | Message 1 or 2 |
| “We need a new website,” or “We need to sort out our LinkedIn.” | Message 3 |
| “We need to hire someone to do this.” | Message 6 |
| “Most of our work comes from word of mouth, and it isn’t enough.” | Message 1 or 2 |
| “We’re too busy doing the work to go and find more of it.” | Message 1 or 2 |
| “It all rests on one or two of us.” | Message 1 or 2 |
| “I’m good at the work, but I’m no good at selling it.” | Message 1 or 2 |
| “We want to break into a new market, but we don’t know how.” | Message 4 |
These are usually symptoms. I work out what is really holding the business back, recommend what to do about it, and make sure it gets done.
Usually not a fit
I work best with firms that sell a service to other businesses, and that have at least one leader I can work with.
- Businesses that sell mainly to consumers rather than to other businesses.
- Businesses that sell products rather than services.
- Firms with no one leading the business. Without a leader, there is no one to agree the tactics or act on them.