By Mary Flaherty, Manager, Research and Content Development
Case Study Series: What's Working in Marketing & Selling Professional Services 
In 1995, Kathy Miller, founder of Miller Consultants, was having a difficult time attracting top-notch talent to her Louisville, Kentucky-based firm. As Miller says, Louisville is a lovely place, but it’s a small community—and persuading top consultants to relocate there was a challenge. Some agreed to commute—but often their flight in to Louisville was quickly followed by a flight out to meet with clients elsewhere. It became burdensome. Miller knew the quality of her team and success of the firm was in jeopardy. She had to figure out how to attract the best and the brightest to work for her.
What if she offered her team the flexibility to work remotely as independent contractors, as opposed to out of the bricks-and-mortar corporate headquarters as employees? It wasn’t at all a common approach at the time. How would clients react? Would it impact the firm’s ability to close engagements with Fortune 500 companies? Would they be able to work as effectively over a distance?
It turns out the move to a virtual business model was a great success. The company grew from five employees and 20 clients in 1995 to 20 team members and 100 clients in 2010. And it surpassed its initial goal of $1 million in revenue.
Read the case study to see how they did it.
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