I'd like to share with you a conversation I had with a fellow business owner, Dr. Roy Saldanha, on the topic of buying professional services. He runs a moderate sized (35 employee) veterinary hospital in Riverside, California.

I interviewed him to find out what sales and marketing approaches worked best from his perspective. And I encourage you to take the four questions I asked him and pose them to your own small business clients. You might be surprised by what new insights you get.

Background

First a little about "Dr. S" as his clients call him. Roy joined Arlington Animal Hospital after graduating from U.C. Davis Veterinary Medical School in 1999. Roy quickly became managing partner (the boss) as he grew revenue by 35% to $2.5M with a client base of 17,000 active customers. The hospital now provides full veterinary care from preventative to emergency to orthopedic care.

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