Building Trust at Scale | Positioning Strategies for Sustainable Growth

Описание: On this episode of The Value Factory Podcast, we sit down with Kerrie Luginbill — Partner and Chief Growth Officer at OTM — to unpack why so many owner-operated businesses struggle to scale, even when demand exists. This is not a conversation about posting more on LinkedIn or buying more ads. It’s a conversation about positioning, trust, and why weak go-to-market strategy quietly kills revenue growth and profitability.

Kerrie works with professional services firms every day — consultants, advisors, founders — who are trapped in founder-led sales, diluted messaging, and unclear positioning. Her insight is sharp and uncomfortable: if you try to speak to everyone, you win no one. And if your business relies entirely on relationships, referrals, and the founder being in the room, scaling your business becomes impossible.

This episode connects directly to Strategic Planning & Execution, showing how marketing, sales, and positioning must align with how a business actually intends to grow, exit, or transition leadership.

In this episode, we get into:

Why owner-operated businesses become dependent on the founder for growth
How weak positioning undermines operational excellence and execution
Why professional services aren’t sold — they’re bought on trust
How trying to serve multiple audiences with one message dilutes results
What makes a “good bet” vs. a “bad bet” in go-to-market strategy
Why Business Enablement starts with clarity, not channels
How a clear Client Success Plan exposes who you should actually be targeting
Why niche positioning accelerates revenue growth instead of limiting it
How Talent Acquisition fails when the business isn’t clearly positioned
Why hiring salespeople too early backfires without packaged IP
How focused positioning supports profitability at scale
What leaders must fix before succession planning becomes realistic
Why buyers care about positioning when evaluating financial exits
How disciplined focus stabilizes companies facing turnaround strategies
What creates real business value maximization beyond referrals
How positioning unlocks transformational growth strategies without chaos

Kerry makes it plain: marketing isn’t broken. Your message is. And until a business can clearly articulate who it serves, what problem it solves, and why it wins, no amount of activity will produce consistent results.

Narrow the focus, and trust compounds.
Clarify the message, and the system starts working.

This episode is essential for founders and leaders who want to move beyond founder-led sales and build a business that scales, transitions, and creates long-term value.