Thinking out loud.
On B2B growth, client acquisition, and what it actually takes to scale a professional services business — without burning out or selling your soul to an agency.
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Why B2B founders hit a referral ceiling — and how to break through it
Most B2B service businesses grow on referrals for a year or two, then plateau. Why it happens, the signs you've hit it, and the system that gets you through.
Read the article →How do you grow a professional services business without hiring?
Before you add headcount, fix where your time goes. How founders win more work without a sales hire: automate the admin, lead sales yourself, and run a system.
Read the article →What are the alternatives to a marketing agency for B2B client acquisition?
Marketing builds visibility, but B2B services firms win clients closer to the sale. The alternatives that actually fill a pipeline, and when marketing makes sense.
Read the article →What does "AI-native" actually mean for a B2B services business?
Everyone's calling themselves AI-native. What it really means for a services business, why the margin hype misses the point, and why people still come first.
Read the article →Why pipeline concentration is a growth risk (and what to do about it)
When a few clients make up most of your revenue, one phone call can upend your business. Why feast or famine isn't bad luck, and how to reduce the risk.
Read the article →