Another trend: ranking and culling clients.
By Angie Grissom
The Rosenberg MAP Survey
In terms of firm growth, we are seeing growth in firms with an abundance of opportunity. The way firms plan and manage the growth, the mix of clients they take on and maintain and the way they build a team to do the work and sell additional services does and will continue to impact the success they are having.
An advisory approach to serving and selling is required. Professionals need to learn how to do this and this differs from years past. The earlier in one’s career this is introduced, the better. Firms are paying attention to the importance of technology investments in dollars, time and learning and are seeing it as a non-negotiable. Firms are looking at ways to improve technology integration into multiple service lines and offerings.
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