A Candid Conversation on SOW: Real Insights From Those That Are Doing It

Join Anna Frazzetto (AFM Strategic Partners) with Chris Beisler (Bridgeview), Pat Patel (East Bay Ventures), and Sam Smith (ASB Resources) as they explore how staffing firms are successfully implementing and scaling the Statement of Work (SOW) business model. The discussion covers how firms are adapting pricing structures, aligning with client expectations, transforming sales teams, and strengthening long-term partnerships through SOW-based solutions.

What You’ll Hear in This Episode:

• Introduction & Overview (00:03)
• Why SOW Is Gaining Momentum (00:41)
• Panel Introductions (02:22)
• Pivoting from Traditional Staffing to SOW (04:15)
• SOW as a Growth Engine and Consultative Shift (07:10)
• Key Factors in Choosing SOW vs. Staff Aug (09:03)
• Operational Adjustments & Internal Investments (13:17)
• Managing Risk & Client Expectations (20:28)
• Pricing Models and Funding Considerations (25:44)
• Transforming Sales for a Consultative Approach (31:59)
• Lessons Learned & Common Pitfalls (43:47)
• Strategic Impact on Client Relationships (50:34)
• Wrap-Up & Outro (56:52)