Driving Consulting Firm Growth Through Simultaneously Winning New Clients and Delighting Existing Ones
Growing a Consulting Firm is Hard Work.
Of the fastest growing firms, 81% excel at balancing business development and client service. By contrast only 6% of all other firms can say the same.
Because most firms are project-based each year brings a higher level of client attrition than other organizations would find comfortable. Generating 30% top-line revenue often requires finding as much as twice that from new clients. Yet, delighting existing clients is generally job number one. Without a healthy base of highly engaged, trusting clients growth is simply impossible. At times it feels like walking a tight-wire.
As it turns out, managing at this intersection of pipeline and delivery is critical to growth. In fact, of the fastest growing consulting firms, 81% excel at managing this unique balance compared with just 6% of their peers. If you want to figure out how to grow your firm, there’s no better place than there to start.
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