What does it take to build and sell two consulting firms and scale faster the second time around?
In this episode of Climb in Consulting, Nick speaks with Sue Lohr, a leader who’s done just that.
Sue played a pivotal role in building Synergy and Cormis into high-performing consultancies, both of which went on to successful exits. (Oh, and she sold a product business along the way too.)
Sue’s story is about building businesses that people genuinely want to buy, shaped by a clear proposition, confident pricing, and with culture at the core.
Sue shares how she:
✅ Took the lessons from Synergy to supercharge growth at Cormis
✅ Created strong cultures that scaled
✅ Developed clear value and confident pricing to drive sustainable growth
✅ Now shares these lessons with consulting founders and leaders via The Vibrant Company and The Consultancy Growth Network
If you’re building a firm, leading a team, or plotting your next move, this episode gives you a rare inside look at the mindset, strategy and leadership behind two successful consulting exits from someone who’s lived them.
Enjoy the show!
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What does it take to build and sell two consulting firms and scale faster the second time around?
In this episode of Climb in Consulting, Nick speaks with Sue Lohr, a leader who’s done just that.
Sue played a pivotal role in building Synergy and Cormis into high-performing consultancies, both of which went on to successful exits. (Oh, and she sold a product business along the way too.)
Sue’s story is about building businesses that people genuinely want to buy, shaped by a clear proposition, confident pricing, and with culture at the core.
Sue shares how she:
✅ Took the lessons from Synergy to supercharge growth at Cormis
✅ Created strong cultures that scaled
✅ Developed clear value and confident pricing to drive sustainable growth
✅ Now shares these lessons with consulting founders and leaders via The Vibrant Company and The Consultancy Growth Network
If you’re building a firm, leading a team, or plotting your next move, this episode gives you a rare inside look at the mindset, strategy and leadership behind two successful consulting exits from someone who’s lived them.
Enjoy the show!
Episode 147: Building a Sustainable Sales Engine for Your Consultancy, with Alan Morton
Climb In Consulting
1 hour 32 minutes 49 seconds
1 year ago
Episode 147: Building a Sustainable Sales Engine for Your Consultancy, with Alan Morton
Is your firm relying on the same handful of ‘rainmakers’ to bring in business?
The latest episode of Climb in Consulting looks at the practical steps consultancies need to take to build a scalable sales engine that fuels growth and removes risk.
Nick was joined by Alan Morton, Managing Director of SBR Consulting, a specialist global consultancy that focuses on growth and revenue acceleration.
On the day SBR Consulting hit its 1000th client milestone, Alan shared his insights on:
- The dangers of client concentration: Discover how to avoid over-dependence on one key client or contact.
- Demystifying (and democratising) sales: Remove the stigma around sales and create a culture where everyone embraces it as a way to add value and build trust.
- The power of "coffee conversations": Turn casual chats into opportunities by using curiosity-driven questions to uncover challenges and potential solutions.
- Moving beyond a hope-based strategy: Develop a systematic approach to winning business through active listening and asking the right questions.
- Metrics that matter: Learn the key sales pipeline metrics you should be tracking to gain predictability and optimise your sales process.
- Building a coaching culture: Discover how data-driven insights can be used to identify development needs and fuel a strong coaching culture within your consultancy.
- CRM done right: Avoid the "garbage in, garbage out" trap and learn how to leverage a CRM system to gain valuable insights and improve your sales effectiveness.
This episode is packed with practical takeaways that will help you transform your consultancy from a reactive business to a proactive growth machine.
We hope you enjoy the show!
Reach out to Alan: https://www.linkedin.com/in/alanmorton/
Learn more about SBR Consulting: https://sbrconsulting.com
Books, magazines, and websites mentioned in the show:
Man’s Search for Meaning by Viktor Frankl
Screw It, Let’s Do It by Sir Richard Branson
Climb In Consulting
What does it take to build and sell two consulting firms and scale faster the second time around?
In this episode of Climb in Consulting, Nick speaks with Sue Lohr, a leader who’s done just that.
Sue played a pivotal role in building Synergy and Cormis into high-performing consultancies, both of which went on to successful exits. (Oh, and she sold a product business along the way too.)
Sue’s story is about building businesses that people genuinely want to buy, shaped by a clear proposition, confident pricing, and with culture at the core.
Sue shares how she:
✅ Took the lessons from Synergy to supercharge growth at Cormis
✅ Created strong cultures that scaled
✅ Developed clear value and confident pricing to drive sustainable growth
✅ Now shares these lessons with consulting founders and leaders via The Vibrant Company and The Consultancy Growth Network
If you’re building a firm, leading a team, or plotting your next move, this episode gives you a rare inside look at the mindset, strategy and leadership behind two successful consulting exits from someone who’s lived them.
Enjoy the show!
