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"Zero to $60 Million" was written to challenge professional services practice directors to think out of the box when faced with the challenge of builiding their businesses. The case studies presented reinforce the practical application of the unconventional approaches to building a consulting practice, and provide insights into the steps taken to produce results that were in most cases totally unexpected and unpredictable. The lessons learned can serve as a bench mark in assessing current practices against a formula that has produced extraordinary results.
The case studies reveal the secret behind how the senior management team of a professional services organization was able to overcome its own fears to grow their practice by more than 500% in less than 3 years. Details are presented of how one of the world's most successful consulting firms laid the groudwork for it phenomenal growth by refusing to accept the resignation of the partner responsible for a major disaster. The readers will learn how a highly successful firm fell victim to a devastating lawsuit because it developed a culture that ingnored one of the most critical components of a professional services organization. Finally, the book provides insights into how a practice leader was able to exceed revenue goals by a factor of 10 by breaking away from accepted practices and pursuing a maverick approach to business development.
- Sales Rank: #1494420 in eBooks
- Published on: 2013-03-12
- Released on: 2013-03-12
- Format: Kindle eBook
Most helpful customer reviews
1 of 1 people found the following review helpful.
Excellent framework for growing any professional services business
By Lisa Blackwood
Keith's book is an outstanding framework for growing a consulting business. He covers the top key ingredients to successful, sound growth, providing real world examples. The discussion on leverage is something EVERY small services company should read and understand. What Keith shares around consulting economics and metrics are the things that made the larger services companies very successful, as well as small ones. We've grown our company to over $45 million using these techniques.
0 of 0 people found the following review helpful.
Wisdom for any project manager
By Hugh Culver-author Give Me a Break
Unlike authors that research and write, Johnston has been there and done it. Although based on consulting firm best practices, anyone who markets and sells their services will be better for this book. It's a short read, but worth reading carefully to fully appreciate the remarkable successes the author achieved and the wisdom he is sharing.
0 of 0 people found the following review helpful.
Real life case studies that challenge "traditional" approaches
By Cindy Schulson
Keith uses real life case studies to drive home the fundamental principles of successfully growing a professional services business. His case studies and personal insights highlight the importance of personal relationships and challenge "traditional" practices to achieve impressive results that exceed expectations.
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