Turning Growth into Sustainable Profit: What Top Firms Do Differently w/ Alex Klein and Ramone Param (Part 2)

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In this episode, host Brent reunites with Kennedy Intelligence’s Ramone Param and Alex Klein for Part 2 of the “Breaking the $30 Million Ceiling” series. This installment dives deep into the nuances of profitability and growth, challenging the conventional wisdom of chasing top-line revenue at the expense of sustainable success.

Together, they explore how consulting and professional services firms can transition from founder-led sales to scalable growth engines. The conversation is packed with tactical advice, real-world insights, and candid reflections drawn from decades of experience in strategy, M&A, and high-growth consulting environments.

Key Topics Covered:

Why building a professional business development function is essential for long-term growth
The foundational components of effective BD and marketing strategies
How to go beyond a top line focus and drive better profitability over time
The risks of anchor clients, the importance of diversification, and how a mature BD function can provide strategic freedom and enhance M&A attractiveness
Practical ways to cultivate commercial acumen within delivery teams
Why recurring revenue streams can be a game changer for valuation, resilience, and exit readiness

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 kenneyintel.com

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.