How to Scale a Specialist Professional Services Firm Through Deep Industry Expertise With Ben Craze

Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! (https://ghapodcast.com)Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod**********************************************************************Ben founded Infinitive Group after building his career in engineering leadership, including senior roles at National Express. Today, the firm helps rail, transport and infrastructure organisations solve complex operational challenges through engineering consulting, software development, digital transformation and data solutions. Rather than competing as a general consultancy, Infinitive has grown by developing deep expertise in a highly specialised market. The business has expanded into recruitment, international operations and technology products while remaining focused on delivering measurable outcomes for clients. In this conversation, Ben shares what it really takes to build a specialist professional services firm, from earning credibility with enterprise clients and navigating complex buying processes to building teams capable of delivering at scale and preparing for the future of engineering and technology services. Proposed Interview Structure: 1. What got you into professional services, and what eventually gave you the confidence to start Infinitive Group? 2. What specific problem are you helping your clients solve today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and who usually makes the decision to bring Infinitive in? 4. How do clients typically find you, and what's worked best for attracting new business in such a specialised industry? Current Acquisition Channels: Referral, Word of mouth, Network, Tendering and Frameworks Sub Question: What role do you think podcasting can play as a marketing tool for professional services firms like yours? 5. Professional services often involve long sales cycles and multiple stakeholders. How do you build trust and guide opportunities from the first conversation through to a signed engagement? 6. Once you're working with a client, what do you do to consistently deliver value, earn repeat business, and build long-term relationships? 7. Where do you find yourself most challenged right now as the CEO of a growing professional services firm, if at all? 8. Looking ahead, where do you see the biggest opportunities for your work over the next few years? *********************************************************************Know more about Ben CrazeWebsite Link: https://www.infinitivegroup.co.uk/ Connect with Ben Craze on LinkedInLinkedIn link: https://www.linkedin.com/in/ben-craze-91781219/ Apply to be a guest on The Principal Podcast:https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/