Tom Capling shares some of the common goals and challenges for Professional Services firms in 2021.
The lateral Partner from Heaven or Hell
Bringing a lateral partner into a firm can be very advantageous, but it is equally bold. If not planned and executed well, it can be a very expensive and disruptive exercise for a firm. When a firm invests in a senior lateral appointment, they often seek new clients, additional revenue and increased expertise. Unfortunately these benefits do not simply appear …
Key Client and Referrer Management
Your top 10, 20 or 30 clients likely make up a large portion of your firm’s revenue. Managing these relationships is important, not just for client retention, but it will likely increase the revenue you receive from those clients. Does the left hand know what the right hand is doing? Having visibility over who is in contact with who, is …
Relationships drive Revenue
For most commercially focused professional services firms, upward of 80% of their revenue will come from around 20% of their client base. With most of a firm’s revenue coming from existing client and referrer relationships, these key relationships are critical to a firm’s success. If you consider the cost of losing one of your top 10 clients, or even one …