High Growth Professional Services Firms

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

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High Growth Professional Services Firms

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

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