4. Portfolio
Strategy, client mix, and relationship management
“Client relationship management is critical. You can take nothing for granted. It’s just like building a relationship with your spouse or your friends—you have to work at it.”
—Ralph Baxter, Chairman and CEO, Orrick
“If you’re serving the wrong clients, you don’t have a chance for success.”
—Bill Hermann, Former Managing Partner, Plante & Moran
“If you truly understand your clients, and you truly understand your mix within an industry or geography, you can more effectively manage the profitability of your portfolio.”
—Rike Harrison, Chief Growth Officer, Wipfli
For PSFs, the client base, in effect, defines the business. Clients represent much more than a revenue stream: They ...
Get The Art of Managing Professional Services: Insights from Leaders of the World’s Top Firms now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
