Key Tips on Scaling a Professional Services Business

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Rob Ristagno interviewed Tom Barry, Managing Partner of GHJ Advisors, on his podcast where they discuss how to scale your business without working overtime. 

All professional services firms face the same challenges when trying to scale. The product they sell isn’t an item—it’s their team’s time and expertise. When you have a specific number of employees, each with a finite number of hours in the day, how do you grow your business without demanding more time and energy from employees?

Tom Barry, Managing Partner of GHJ Advisors, who’s been with the accounting firm for nearly 25 years, faces this question regularly. GHJ has built a thriving practice, serving privately-owned businesses and nonprofit organizations within their hometown of Los Angeles and across the country. Like other businesses, they’re always looking to grow.

But they never want that growth to come at the expense of their greatest asset: their team. That’s why Tom and his fellow leaders have honed in on four areas of focus to enable sustainable scaling.

The first is a focus on work/life balance. The firm’s #BeMore motto is about finding growth in ways beyond just doing more work. They want to create a space where team members can be more and nurture all areas of their life: family, self, and firm.

From providing weekly meditation sessions in the office to enabling hybrid work arrangements and flexible, capped hours, the team is constantly looking for new ways to help employees flourish.

Tom also cites investments in tech and AI as important ways to expand capacity. When individuals can automate tedious manual processes and tasks, it frees them up to do more high-value client work. Leadership loves testing new ways to create efficiencies with tech, from using new communication platforms to implementing Salesforce to manage client relationships.

The third lever Tom uses to scale efficiently is outsourcing. We live in an outsourced world, and there are many benefits to finding external partners to help handle workflow. Not only does it create additional capacity for your team, but it also allows you to effectively work around the clock. 

Tom says one of GHJ’s outsourcing partners is located in India. The GHJ team in LA makes the most of that time zone difference. They hand tasks off to the folks in India at the end of their workday, and when they wake up and log on the next day, the tasks have been completed overnight.

Finally, Tom talks about the importance of providing value in how you structure your services. When it comes to professional services, it’s not about the hourly rate, it’s about the value derived from that time. He provides the example of a high-profile law firm. Yes, you may pay one of the partners $1,000 an hour, but if they save your company $5 million in the end, isn’t that a bargain?”

Key points include:

  • Outsourcing
  • Providing value
  • Tiered offerings

Listen to the podcast, Scale Your Professional Services Firm Without Working Overtime, on SterlingWoods.com.