Scaling the business in the long-term. MODULE 11 Practice Structure Scaling the business in the long-term. MODULE 11

11 Module 11 focuses on planning for growth by determining what ‘shape’ your consulting needs to be; determining a recruitment plan; and considering the future ownership structure.

Your Growing Practice Structure

The Leveraged Pyramid Practice Leaders Principal Consultants Senior Consultants Consultants Junior/Associate Consultants Specialist (Higher rates, higher margins, higher staff costs) Generalist (Lower rates, lower margins, lower staff costs, greater leverage opportunities)

Achieving Leverage The beginning of delegation A team is forming It’s just You! It’s no longer about you! No real company value. Inverse pyramid. Limited leverage potential. Limited company value Management Team structure is forming. You have much less responsibility Leveraged pyramid. Company value is in team and assets

Build Your Team Around Your Services Signature Service Complimentary Service 1 The further away from your core service, the better a candidate to share Full Discovery Initial Discovery (Scoping) Delegate? Partner? Complimentary Service 2 Subcontract/ Outsource? Complimentary Service 3 (Recurring Revenue) Partner?

Build With a Team in Mind Create Process & Methodology with leverage opportunities Ensure engagements enable a team approach – don’t sell the individual Build a team from the middle, not from the top or bottom Reward individuals for their team contribution – their value increasing alone is not that useful

Values System to Promote a Team Ethos Shared Valule Company Value Client Value Team Value Personal Value

Define your measurements Complete the following task: 11.1 Determine your optimal Practice Structure