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. If you want to figure out how to grow your firm, there’s no better place than there to start.