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Ep. 95 - Turning Growth into Sustainable Profit: What Top Firms Do Differently w/ Alex Klein and Ramone Param (Part 2)
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In this episode, host Brent reunites with Kennedy Intelligence’s Ramone Param and Alex Klein for Part 2 of the “Breaking the $30 Million Ceiling” series. This installment dives deep into the nuances of profitability and growth, challenging the conventional wisdom of chasing top-line revenue at the expense of sustainable success.
Together, they explore how consulting and professional services firms can transition from founder-led sales to scalable growth engines. The conversation is packed with tactical advice, real-world insights, and candid reflections drawn from decades of experience in strategy, M&A, and high-growth consulting environments.
Key Topics Covered:
- Why building a professional business development function is essential for long-term growth
- The foundational components of effective BD and marketing strategies
- How to go beyond a top line focus and drive better profitability over time
- The risks of anchor clients, the importance of diversification, and how a mature BD function can provide strategic freedom and enhance M&A attractiveness
- Practical ways to cultivate commercial acumen within delivery teams
- Why recurring revenue streams can be a game changer for valuation, resilience, and exit readiness
Exclusive Offer: Our listeners get preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking, and M&A services! Mention Kantata for special pricing. Learn more at kenneyintel.com
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