Operational Discipline: What Separates Scaling from Stalling w/ Alex Klein and Ramone Param from Kennedy Intelligence (Part 5)

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In this final installment of our Kennedy Intelligence Series, host Brent is joined once again by Alex Klein and Ramone Param to unpack the “unsexy” but mission-critical side of growth: your back office. From pricing and cash flow to governance and quality control, they reveal how operational discipline determines whether a services firm can scale past $30M, or stalls out. Drawing on decades of consulting, M&A, and scaling experience, Alex and Ramone share insider lessons on turning overlooked back office processes into engines of growth and valuation. Discover how discipline and structure, not just sales, create resilience and long-term success.

In this episode, you’ll hear about:

Why quality control is the foundation for consistency, culture, and client trust
The operational red flags that signal it’s time to professionalize your back office
When and why to bring in a CFO, COO, or board governance to sustain growth
Why cash conversion is a common Achilles heel for PS firms, and and how fixing it drives profitability and valuation
The danger of “we’ll fix operations later” thinking, and why discipline from day one pays off

Our listeners receive exclusive preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking and M&A services that are tailored to leaders of professional services firms. Just reference Kantata and you will receive preferred pricing on any of their assets or services. Go to https://www.kennedyintel.com/ to learn more.

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Banoo Behboodi

Vice President, Success Engineering

Banoo Behboodi is a 20+ year software and services leader with extensive experience executing change initiatives with oversight of Customer Success, Professional Services and Delivery and Consulting functions. Banoo’s earlier experiences with AT&T Mobility, Coca-Cola Company and Ernst & Young leading key transformational and compliance projects, provided the foundation needed to be an effective leader and a change agent with a customer first mindset. Banoo is passionate about driving continuous improvement through sharing best practices and empowering resources through technology and analytics to optimize performance and job satisfaction while driving business outcomes.

Brent Trimble

Vice President, Value Engineering

Brent brings more than 15+ year’s of leadership experience in Management Consulting, Strategic Delivery, Marketing services and product development firms to his technology role at Kantata. As the VP of Value Engineering and the Managing Director of Marketing Service & Agency Vertical, he specializes in identifying process improvement potential, business optimization and key health metrics for alignment and orientation.

With deep business understanding through an operator lens - Brent works with Kantata partner firms to refine intrinsic and extrinsic value drivers - giving firm principals the focus required for adoption, mobilization, value realization and ultimately - success.

Prior to joining Kantata, Brent was a client of the platform and held positions at Interpublic Group, Accenture, WPP, and independent marketing consulting firms.