Beyond Referrals
By Elite Growth Partners
Categories: Business, Entrepreneurship, Management
Most consulting firms grow on referrals and word of mouth. It works, until it doesn't. Growth gets lumpy, the pipeline depends on who happens to call, and the founder becomes the only engine for new business. Beyond Referrals sits down with owners and leaders of B2B consulting and advisory firms to talk about what's actually working to win new clients beyond their network. Each episode digs into how one firm built its client base, where its new business comes from today, and what it's doing to make growth more predictable. Hosted by Chrispy and Ashur Elliot of Elite Growth Partners.
11 episodes indexed on PodSearch.
Recent episodes
- Barry McNally: Why People, Not Technology, Unlock Growth
Barry McNally is Managing Director and Principal Consultant at Do It Better, a UK management consultancy based just outside Glasgow that has worked mainly with the UK public sector since 2019. Before starting the firm he spent nine years in the Royal Navy, including risk work on a £6 billion…
- Don Phillips: Why AI Still Needs a Human in the Loop
Don Phillips is the founder of Lloyd Davis Associates (LDA), a network of 40 consultants based in Stockport, UK. After 20 years at Hewlett-Packard and years in interim tech leadership and charity work, he is now launching Cohesion, a platform that helps consulting groups work together. We cover…
- Ian Harris: Why Generic Advice Fails Startups
Ian Harris is the founder of Startup Assist UK. After years in corporate sales and business development, he built and sold his own businesses in South Croydon, then set up Startup Assist UK after the pandemic to give startups and small businesses hands-on, one-to-one help with planning, funding…
- Jamie Willey: Why Sales Is Everyone's Job
Jamie Willey runs Bamboo Grove, which helps digital marketing and tech agencies build a proactive sales engine once referrals dry up. He has worked in sales his whole life and has just published his first book, The Inconvenience of Sales. We cover: - Why agency founders are often the antithesis of…
- Bruno Perez: Why AI Should Start With the Customer
Bruno Perez is Chief Experience Officer and AI Strategy at Sigma Software Group. He has 25 years in design and customer experience, with stops at Accenture, KPMG, Fjord and the team that helped build BCGX, and he works on the gap between what companies spend on AI and what their customers actually…
- Radha Balani: Why Authentic Relationships Beat Cold Outbound
Radha Balani is a partner at Think Beyond, a social impact and sustainability strategy consultancy for sport and entertainment that drives commercial revenue alongside societal outcomes. She has worked in social impact and sustainability in sport for 25 years. We cover: - Turning social impact and…
- Ran Aroussi: Why Services Should Become AI First
Ran Aroussi runs Automaze, a software development agency of close to 30 people that acts as the development team for small to mid-sized companies. He has 35 years in software, from algorithmic trading to ad tech, and builds open source tools like yfinance, which gets about 30 million downloads a…
- Eric Sambaluk: Why Senior Experts Should Deliver the Work
Eric Sambaluk runs Sambaluk Consulting, a boutique firm of independent consultants who help small and mid-market companies with strategy, project management, and sales and marketing. We cover: - Why the step-by-step playbook has to be tailored to each client even when the framework is shared - How…
- Devon Hankins: Why Trust Beats Loyalty in Consulting Relationships
Devon Hankins leads Ascension Strategies, an executive coaching and business consulting firm. They do leadership coaching for executives and strategy and planning for small businesses, mid-sized nonprofits, academic institutions and government. We cover: - Why clients struggle to admit they need…
- Ray Florio: How Strategia Partners Builds Referrals Into Every Deal
Ray Florio of Strategia Partners explains why he walked away from the typical consulting model. He talks about running a senior-only team with offices in New York, Shanghai, Paris and Zurich. He shares how his firm builds referrals into the deal itself, the client win that closed an $800 million…
- Harvey Berman: Failure, Ego and Why Persistence Beats Talent
Harvey Berman has spent close to 40 years in sales. He was number one out of 300 reps at Intel twice, then moved into leadership. In this episode he shares three failures that shaped him and what he did after each one. We cover: - The night an older colleague stopped him making a fool of himself…
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