By Steve “The Doctor” Meek | Talk To Th3 Doc Podcast | Fulcrum Group
Podcast Doc-umentary – Episode 117
In Episode 117 of Talk To Th3 Doc, I sat down with Mark McIntosh, Founder of RevGrow, to tackle a challenge nearly every SMB leader has wrestled with: how to move beyond random referrals and build a smarter, more predictable pipeline. Mark brought years of experience in helping B2B firms leverage LinkedIn, referrals, and content to get consistency where so many feel stuck.
As I listened back, I couldn’t help but smile at one of his truths: “Consistency is key on LinkedIn.” That could just as easily be said about technology. Too often, I meet SMB leaders in Dallas-Fort Worth who rely on hope and random IT support, a single person trying to be everything. An unstructured approach rarely is enough to fuel long-term improvement or a solid strategy.
And as Mark Twain once said, “The secret to getting ahead is getting started.” In business and IT alike, waiting on chance (or referrals) alone isn’t a growth strategy—it’s inertia.
Why This Episode Resonated With Me
When Mark explained how 68% of SMBs still struggle with lead generation, I am a tangential thinker, so usually parallel to IT and service delivery. Many of them are still fighting with “random acts of improvement”—fixes here, patches there, new software and a few shiny tools that don’t connect to a real strategy. Just like lead gen without a plan, it left them you frustrated and short of their goals.
At Fulcrum Group, we built our STARpower IT framework to fight that same randomness. Our Fractional CIO model helps leaders align technology with business vision, define “better” with measurable outcomes, and keep progress from falling back into firefighting.
Just as Mark warned against the “pitch slap” on LinkedIn, we warn our clients against “IT is fine”—those unfilled opportunities from a lack of critical thinking of what can be, or innovation that your competitors could be considering.
Lessons From Mark – And How Fulcrum Fits In
Mark emphasized three things that stood out:
- Consistency beats chance. On LinkedIn, consistent messaging matters. In our world, our quarterly lifecycle technology assessment from a Proactive Service person and the business-oriented Quarterly Success Reviews with a dedicated Fractional CIO make the difference between outages and outcomes.
- Personalization wins almost every time. For lead generation, it’s customizing outreach. For Fulcrum, it’s tailoring technology strategies to your industry compliance (HIPAA, PCI, CJIS) and your local DFW reality.
- Outsource wisely. Mark showed how 62% of companies who outsource lead gen exceed targets. Likewise, SMBs who trust Fulcrum as their Technology Success Partner reduce risk, improve uptime, and unlock real growth by focusing on what they do best.
A Story To Bring It Home
I told Mark on the podcast that “pitch slap” is my new favorite phrase. It reminds me of the IT equivalent: “microwave approach to IT”. This is the “our IT is fine” mentality, the perception that business IT is just like a microwave, you just need to plug it into electricity for it to work. It can be and mean a whole lot more for your business.
We’ve built Fulcrum differently. Our core values share our DNA and what we aspire to be. Our SPOT Managed IT Services (Fractional CIO, Service Desk, Proactive Services, Platform Services) are designed around long-term relationships, regular assessments, and co-created success. We don’t just want you to “add tools” or “survive the quarter.” We want you to thrive—smarter, safer, and stronger.
As Monty Python might say, relying on referrals or “break-fix IT” alone is like bringing a banana to a sword fight.
Why This Matters for DFW SMB Leaders
If your business depends only on referrals, you’ll eventually run dry. If your IT depends only on reacting, you’ll eventually break. Both are unsustainable.
The good news? With smarter marketing strategies like Mark’s, and smarter IT alignment through Fulcrum’s STARpower, you can take control of your pipeline and your technology destiny.
Next Steps
📺 Watch on YouTube: https://youtu.be/s_wob023cXU
🎧 Listen on your favorite platform: https://pod.link/1807560282
👉 Ready to move past referrals and randomness? Schedule a strategy call with Fulcrum Group and let’s build a growth plan for your business and technology.
