One of the questions I get asked most often is: “Who do you work best with?” The truth is, not every business needs a fractional CMO. However, once your revenue reaches the $5–10 million range, marketing becomes essential. At that level, you’ve been doing something to get here, but usually, there hasn’t been a clear strategy in place.
The Common Scenario
I often meet businesses that experiment with different marketing initiatives to see what sticks. For example, some try social media, others send out a newsletter, or run a few ads. The problem is that these efforts are scattered and reactive. In many cases, they do not tie back to revenue growth.
Where I Come In
My favorite part of the job is stepping into this kind of messy marketing and cleaning it up. This usually includes:
• Reviewing where marketing dollars are being spent
• Identifying what is working and what is not
• Focusing on the niches where the business excels
• Building a strategy around networking, thought leadership, and online visibility
From Chaos to Consistency
After we clean things up, we move into maintenance mode. This does not mean you take your hands off the wheel entirely. In fact, partner input remains critical because you drive the business with your voice. However, instead of scrambling, you now have a steady rhythm. Your messaging becomes consistent, your strategy is clear, and your outreach targets the right people.
Why This Matters
Success in professional services stems from relationships, reputation, and trust. Marketing highlights those strengths and ensures your message reaches the audience that matters most. As a result, you no longer have to wonder if your efforts are paying off. You can see the strategy in action.
Closing Thought
So what does my perfect client look like? It is a business that has grown impressively through hard work and reputation, reaching the $5–10 million milestone, and is ready to stop guessing with marketing and start leading with strategy.