As we’ve written about extensively elsewhere, there are 5 key drivers of profitable growth for a firm – and extending what you do with clients is a hugely important one.
Is there genuinely high potential or is this just great in theory? I’ve spent a little while looking at the client feedback responses, gathered since January 2014, on behalf of our law firm and accountancy firm clients, on this very point.
- There are opportunities to either do more of what the firm is currently doing for that client, or to extend what it does, in 54% of cases
- There are risks of potential client loss (or some loss of business) in 14% of cases
- The other 32% of clients are stable and loyal.
In case useful to help you discuss with colleagues how to enhance the results you get, a little more in shown in this one-page document
What does this look like for your firm? Are you capturing this potential?