The summary of the must-have-to-listen a conversation between Frank B. Georgiew 高傅安 from Tigers and Cezary Zajkowski from GrowthBase - Strategie rozwoju firm IT about growing your professional service firm!
Helping IT firms get new clients with the marketing & sales processes | B2B Growth Manager & Consultant
Best practices in small IT service business, what are they? I regularly tune into business podcasts, especially those that focus on IT and professional services—industries both my clients and I operate in. Every time, I take away something valuable for GrowMy.Tech or my clients. Recently, I listened to the GrowthBase podcast hosted by Cezary Zajkowski, featuring Frank B. Georgiew 高傅安. It was a game-changer. It speaks to both startups and scaleups in IT and services, and felt incredibly relevant to my journey and my clients’ challenges. For those who don’t have the time to listen or don’t speak Polish, here’s my quick summary. 🔹 Building a Niche in Professional Services Many founders in the software development and services space hesitate to build a niche. Why? Because without experiencing failure firsthand, it’s hard to understand the notion and see the value. 🔑 Insight: Start broad if needed, narrow down your services as fast as you see the sweet spot of your business—then you can add more and cross-sell. Plus, if you’re a small company, use that to your advantage. Being agile and adaptable is often your biggest strength. Speed matters. 💡 🔹 Service Market Fit: Not Just for Products A common misconception in the industry: market fit is only for products. False. There’s a service market fit too! 🛠️ 🔑 The key is understanding your clients deeply. Speak at industry conferences, network, and make sure your communication is crystal clear. You need to identify your clients’ challenges and show that you understand them. 🔹 Processes Over Quick Fixes When times are good, it’s easy to rely on referrals. But when the market slows, suddenly everyone’s scrambling for leads. This is the “valley of death” many dev shops and service firms fall into. The solution? Continuous processes for marketing, sales, and customer service. Don’t stop when things are going well, because the fire will reignite. 🔥 Lesson: Always keep the flywheel turning. Constantly feeding the pipeline is non-negotiable. 🔹 No Shortcuts in B2B Marketing There are no magic campaigns in B2B marketing, especially for professional services. One outreach or ad won’t land you a million-dollar deal. ❌ 🔑 Strategy: Focus on your niche, know your clients’ pain points, and be present where the clients are. It’s about being consistent over time, not just one grand campaign. Measure performance through qualitative insights, not with out of context numbers. It’s about depth, not volume. 🔹 The Founders’ Responsibility As a founder, no one will take final responsibility for your business. It’s up to you to build lasting processes for growth. Ensure your marketing, sales, and customer service are in sync. 🚀 The hardest part of scaling isn’t just delivering a great service—it’s aligning all aspects of your business. Remember: It’s not about luck or timing, but about creating a system that works.