Frank and Fearless

#9: "Myth Busting for Professional Services" with Clark Briggs

Clark Briggs knows construction, an industry he first joined at the tender age of 17. Almost two decades later Clark is the highly successful co-founder of CMC Group International, an industry leader in the provision of professional services to the engineering and construction sectors. Wait, how can construction and engineering be professional services? Join us for a though provoking conversation with Clark as we explore how strong positioning and understanding your ideal client ensures you are able to deliver value and run a highly profitable firm in a highly fragmented and contested market. Visit the show notes at: https://www.firstfollower.com/podcasts/9 Learn more about growth strategies at: https://www.firstfollower.com/ Theme music: S Strong - The Rover by S Strong https://soundcloud.com/s_strong

#8: "Networking with Intent"

In this bite sized masterclass, Ceinwen takes listeners through First Follower's approach to networking with intent. A core component of business development is networking, however many people struggle with how to confidentially navigate the different settings this can take place in for example a client meet and greet, boardroom luncheon, industry event or conference. Ceinwen draws on her experience, and the Devil Wears Prada, to illustrate how preparation is key to ensure maximum return on investment both personally and professionally. Key learnings include the tools to prepare effectively and the value of a professional wing (wo)man as you increase your confidence in a range of new business settings. Visit the show notes at: https://www.firstfollower.com/podcasts/8 Learn more about growth strategies at: https://www.firstfollower.com/ Theme music: S Strong - The Rover by S Strong https://soundcloud.com/s_strong

#7: "Not All Clients Are Equal"

Ceinwen explains the client hierarchy framework, a powerful methodology which segments clients into three distinct categories; Premium, Growth and Base. This analysis helps to reduce less profitable clients, nurture growth clients and invest in premium clients. Ceinwen also discusses how this framework helps to construct a successful growth strategy. Visit the show notes at: https://www.firstfollower.com/podcasts/6 Learn more about growth strategies at: https://www.firstfollower.com/ Theme music: S Strong - The Rover by S Strong https://soundcloud.com/s_strong

#6: "Creating Value and Purpose" with Andrew Hoyne

Ceinwen sits down to chat with Andrew Hoyne, the Principal of brand agency, Hoyne. As a leader in brand creation, Andrew has has worked on internationally renowned brands from Starbucks to Nike, including well-known Aussie brands; Triple J, Australia Post, Pure Blonde and Vegemite. In recent years Hoyne evolved their service offer, working closely with developers, government and councils with a core focus in place and property. In this episode, Andrew discusses how Blair Enns' Win Without Pitching Manifesto completely reshaped the way he does business. Declaring that the value pricing principles prompted him to ask the right questions to his clients, which lead to higher purpose and increased profitability for his firm. Visit the show notes at: https://www.firstfollower.com/podcasts/6 Learn more about growth strategies at: https://www.firstfollower.com/ Theme music: S Strong - The Rover by S Strong https://soundcloud.com/s_strong

#5: Value Pricing in Professional Services with Blair Enns

In a second conversation with Blair Enns, Ceinwen examines the concept of value pricing, a methodology brought to light in Blair's superlative book, Pricing Creativity: A Guide to Profit Beyond the Billable Hour. His valuable, profit driven advice circulates around 'the value conversation', how to handle risk and centralising your pricing with more meaningful measures. Originally developed for the creative services industry, Ceinwen and Blair discuss how this methodology can be successfully adopted into professional service organisations. Visit the show notes at: https://www.firstfollower.com/podcasts/5/ Learn more about growth strategies at: https://www.firstfollower.com/ Theme music: S Strong - The Rover by S Strong https://soundcloud.com/s_strong