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 The Right Client with the Right ‘Wallet’
Peter F. Mathias
The economic downturn of the past three years has made many professional service firms acutely aware of the imperative to grow revenue in a consolidating market place. The pressures on revenue growth are likely to be even more intense, as clients have begun to seek greater efficiency in their purchases of professional services and to rationalise the number of firms they use in disparate parts of their business.
This article describes how firms that develop a systematic process around clients – selecting the right clients, defining the right type of relationships and developing an efficient coverage model that can be scalable and productive – will likely deliver superior client relationships and premium financial returns.
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