Client Selection & Strategy

Who do you say ‘no’ to?

Many professionals adopt a “I have never met a billable hour I don’t like yet” approach, and consequently they work for clients that are not good for the firm- and in many cases, the firm is not good for these clients.  Some clients can have a negative impact on a firm’s reputation, team and/or a firm’s bottom line.

The better firms realise that all clients are not the same. They have client selection criteria and focus their attention on clients they want; clients who value them and that the firm can add value to. They have the courage to say ‘no’ to work they don’t want.

I assist professional firms define their service offering and core competencies, develop client selection/deselection criteria and analyse how they can best meet the needs of both their existing and the potential clients they desire.