Terry Williams, CEO of ORS Partners, Cross X Platforms, and Managing Partner at NextStage Captial dives into the principles of building a professional services firm.

1. How To Build A Professional Services Firm
TERRY WILLIAMS

2. TERRY WILLIAMS
Company Visionary
Entrepreneur
Venture Capitalist
Chief Executive Officer
Strategic Business Advisor

3. BUILDING BLOCKS FOR CREATING
A PROFESSIONAL SERVICES FIRM
Training & Development
Sales, Sales, Sales
Technology / IP
Develop a Strong Brand
& Core Values
Build a Championship Team
Strategy, Systems & Process
Foundation: Relationship Building

4. FOUNDATION: RELATIONSHIP BUILDING
Communicate your value proposition.
Create a personal brand.
Develop organic relationships.

5. Communicate your value proposition.
Know Your Audience
• Every business is at a particular stage in their lifecycle: start-up
mode, pre-IPO, or mature – continuously growing and changing…
understanding exactly where the business is coming from, and
heading to, will allow you to tailor your approach to their priorities
• Display emotional intelligence
Distill the Client-Oriented Proposition
• State and restate your proposition from the client’s point of view

6. Create a personal brand.
The Name Behind The Company Is Part Of The Value Proposition
• Personal brands are crucial in professional services firms
• – ‘personal industries’ vs. ‘impersonal industries’
• Clients are buying the experience and expertise of the company’s
leadership
• Important for your own personal career goals

7. Develop organic relationships.
Surround Yourself With Good People
• Identify the “key players”
• Learn from the best
• Ask for personal introductions
Build Relationships One At A Time
• Overcome your fear of rejection - enjoy people!
• Establish relationships before you need them
• Meet key players of other professional service firms
• Always give more than you take

8. BUILDING A PROFESSIONAL SERVICES FIRM
Training & Development
Sales, Sales, Sales
Technology / IP
Develop a Strong Brand
& Core Values
Build a Championship Team
Strategy, Systems & Process
Foundation: Relationship Building

9. Q&A