1. **4.0 Money Matters**
1.1. Fundamentals of how money gets made in Professional Services
1.2. Wealth Planning
1.3. Understanding assets
1.4. Understanding risk and return
1.5. Financial Projections
1.6. Understanding startup funding (the investor's perspective)
1.7. Understanding Equity and partnership models
1.8. Term Sheet and capitalization
2. **3.0 Building Delivery Teams**
2.1. **Practice Management** Making and Managing effective teams
2.1.1. Policy
2.1.2. Incentives
2.1.3. Keeping teams profitable
2.2. **Project Management** Executing projects well
2.3. **Account Management** How to make customer accounts expand
3. **1.0 Changing Myself** [Dr Ansab]
3.1. Changing my company
3.2. Motivation
3.3. Resilience
3.4. Risk Appetite
3.5. Understanding trust and relationships
3.6. Improving soft skills
4. **2.0 Sales and Marketing**
4.1. **3.0 Understanding Build vs. Buy** Should I build my team or outsource it to an expert?
4.1.1. Build
4.1.1.1. Basics of Building a team
4.1.1.1.1. How much will it cost?
4.1.1.1.2. How long will it take?
4.1.1.1.3. Incentivisation and compensation
4.1.2. Buy
4.1.2.1. **Basics of building a sales partnership**
4.1.2.1.1. How to find a good partner
4.1.2.1.2. Partnership models
4.1.2.1.3. **How to incentivise and motivate** Realistic expectations
4.1.2.1.4. How to track progress
4.1.3. Partner
4.2. **3.1 Generating leads (Marketing)**
4.2.1. **3.1.1 Ideation** Come up with a few good ideas
4.2.2. **3.1.2 Idea (PMF) Validation** Validate these ideas
4.2.2.1. Through Paid Ads
4.2.2.2. Through LinkedIn outreach
4.2.3. **3.1.3 Running campaigns (GTM) ** How should I generate leads? [Dr Y]
4.2.3.1. **F&F** Find work through people you know
4.2.3.1.1. BUILD
4.2.3.1.2. BUY
4.2.3.1.3. PARTNER
4.2.3.2. Paid (Performance) Marketing
4.2.3.2.1. **Choose Platform** Google, LinkedIn, Meta...
4.2.3.3. Email Marketing
4.2.3.3.1. BUILD
4.2.3.3.2. BUY
4.2.3.3.3. PARTNER
4.2.3.4. Content / Organic Marketing
4.2.3.4.1. BUILD
4.2.3.4.2. BUY
4.2.3.4.3. PARTNER
4.2.3.5. **Referrals** Get existing clients to give you more
4.2.3.5.1. BUILD
4.2.3.6. Project Platforms
4.2.3.6.1. **UpWork**, Fiverr..
4.2.3.7. **Partnerships** Build partnerships for work
4.2.3.7.1. **Supplimentary** Companies just like you
4.2.3.7.2. Complimentary
4.2.3.7.3. Product Vendor Partnerships
4.2.3.8. Product Led Sales
4.3. **3.2 Sales**
4.3.1. Prepping for your first call
4.3.2. Nurturing leads
4.3.3. Closing
4.3.4. Account Management and Expansion