Most professional services firms at this stage have a sophisticated new business process. Proposals, discovery calls, introductory meetings — the front end of the revenue motion gets attention, investment, and refinement. The back end almost never does.

Answers to the questions we hear most often from $5M-$20M professional services firms exploring revenue operations.

There's a pattern that shows up in almost every professional services firm between $5M and $20M. When you ask how new business comes in, the answer usually sounds something like: "We have great relationships. Most of our clients come from referrals.

Inaccurate forecasting is almost never a judgment problem. It's a data problem.

Misalignment between sales and marketing doesn't usually look like conflict. It looks like quiet disconnection.