High Growth Professional Services Firms
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High Growth Professional Services Firms

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Hinge, Inc. discusses research findings on increasing valuation and growth for professional services firms.

Hinge, Inc. discusses research findings on increasing valuation and growth for professional services firms.

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High Growth Professional Services Firms High Growth Professional Services Firms Presentation Transcript

    • What makes a firm valuable
    • What makes a firm grow fast
    • Why do customers buy
    What We’ll Cover
    2




    • How can you make it happen
  • 3
    COMMANDING A PREMIUM VALUATION
  • Top Dollar
    4
    22X
    EARNINGS
    2-3X
    15X
    10X
    COMPARIBLES
    EBITA
    REVENUE
  • What Buyers Buy
    THE EXPECTATION OFFUTURE REVENUE
    5
  • 40 Factors
    Financial
    Employees
    Brand/Marketing
    Clients
    Management Team
    Technology
    6
  • Valuation Driver 5
    QUALITY OF
    MANAGEMENT
    TEAM
    7
  • Valuation Driver 4
    QUALITY OF
    EARNINGS
    8
  • Valuation Driver 3
    EXISTING CLIENT
    CONTRACTS
    9
  • Valuation Driver 2
    PROJECTED GROWTH RATE
    10
  • Valuation Driver 1
    STRENGTH OF EXISTING CLIENT RELATIONSHIPS
    11
  • 12
    ACHIEVING HIGH GROWTH
  • Marketing Spending and Growth
    13
  • Revenue Growth
    2007
    2008
  • Marketing Spending
    15
  • Marketing Positioning
    16
  • Business Development Priorities
    17
  • Marketing Initiative Priorities
    18
  • Referral Business
    19
  • The Elevator Pitch (% Acceptable)
    20
  • The Elevator Pitch
    21
    Our mission is to provide the highest level of quality and to maintain a tradition of technical excellence, commitment to quality and client satisfaction on any project the firm takes on. We strive to apply high professional, ethical and aesthetic standards.
    What Do We Do?
    IT consulting
    Consulting engineers
    CPA firm
    Graphic Design
  • 22
    UNDERSTANDING YOUR CLIENTS
  • Identifying the Competition
    23
    18
    16
    6
    Competitors identified by clients
    Competitors identified by firm
  • How to Improve Marketing
    24
  • Most Meaningful Selection Criteria
    25
  • What Were You Trying to Avoid?
    26
  • What Do Buyers Want?
    Can you fix my problem?
    Will you make my life easier?
    Do I enjoy you as a person?
    27
  • Aware of services offered by current firm?
    28
    36.3%
    Yes
    No
    63.7%
  • Desired Services from Existing Firm
    29
    32%
    None
    One or more
    new services
    68%
  • Desired services already offered
    30
    14.6%
    Not
    offered
    Already offered
    85.4%
  • Offering New Services
    31
  • Reasons for Loyalty
    32
  • 33
    BUILDING YOUR FIRM
  • Your Growth Engine
    Profitable Clients
    That Remain Loyal
    And Refer Others
    34
  • Building Your Firm
    A Competitive Strategy
    The Right People
    Delivering What You Promise
    35
  • Top Challenges
    36
  • Contact Information
    37
    Lee Frederiksen
    lwf@pivotalbrands.com
    www.pivotalbrands.com
    703-391-8870