Why Some Professional Services Firms Scale—And Others Don’t
In this episode, hosts Jason Malicki and Jeff McKay explore why some professional‑services firms can scale while others remain stuck in a hand‑to‑mouth, "eat what you kill" model. They argue that scaling starts with a crystal‑clear Ideal Client Profile (ICP) that goes beyond demographics to include psychographics and the client’s core business challenges. By building foundational intellectual property (IP) that solves a narrow, high‑impact problem for that ICP, firms can create repeatable, marketable solutions and avoid the temptation to chase every growth opportunity. The conversation highlights examples from large firms, consumer brands, and Matt Dixon’s DCM Insights to illustrate how focus, specialization, and disciplined client selection drive sustainable growth.
Navigating the “Where to Play” Paradox: How Firms Decide Where to Grow Next
In this episode of Rattle and Pedal, hosts Jason Malicki and Jeff McKay explore the "Where to Play" paradox—how professional‑services firms decide which new markets or adjacencies to pursue. They identify drivers such as AI disruption, regulatory shifts, partner changes,...