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Episode 93

May 22, 2025

The 3 P's to Profit: Proposition, Positioning, and Pricing for Growth w/ Alex Klein and Tom Rodenhauser (Part 1)

View Show Notes

In this episode, we kick off a new series with Kennedy Intelligence, diving into the challenges and strategies for professional services firms aiming to break through the $30 million revenue ceiling. Throughout this series will be challenging some of the most persistent myths in the consulting growth journey, backed by real stories, real data, and some healthy debate.

In this first session Brent is joined by Kennedy Intelligence experts Alex Klein and Tom Rodenhauser to discuss the critical importance of a strong, focused, compelling value proposition, and practical steps firms can take to achieve scalable growth.

Key Topics Covered:

  • Why a strong value proposition is essential (and what you're losing without it).
  • The need to understand the specific role you play for your clients to effectively differentiate
  • The interplay between a firm's proposition, positioning (differentiation), and pricing strategy
  • The common challenges firms face as they try to scale beyond $30 million in revenue, including over-reliance on principal relationships

Exclusive Offer: Our listeners get preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking, and M&A services! Mention Kantata for special pricing. Learn more at kennedyintel.com

Host

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.

Host

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.