Other unique criteria unique to a firm’s operations and goalsĮvaluating the client base to see how they align with a firm’s strategic goals is a process that creates insightful results when implemented annually, especially as client needs and personas change more rapidly in today’s environment.Ĭonducting this crucial process can help shine a light on clients consuming the wrong amount of resources to concentrate on clients a firm wants to serve – and those that will drive the most profit and beneficial relationships with minimal disruption.Client groupings, including the number of entities or families in a group.Client rating systems use criteria to assign a client rating from A-D. Firms that have implemented a client rating system are already one step ahead. The first step is to analyze the current client base.

Pruning clients in 2022 begins with segmenting and identifying tangible and intangible client attributes against a firm’s values and strategy because, as outlined below, there may now be a business case for keeping clients that previously would have ended up on the cutting room floor. In 2022, client pruning – really, the overarching strategy of client evaluation – has become a leading solution to deal with the profession’s staffing shortage.Ĭlient evaluation helps leadership answer the growing question of, “Do we want to serve everyone, and, if not, who do we want to serve and how can we do that?” This can be critical at a time when firms are increasingly focused on their core services, expertise, and capacity to ensure they’re devoting the right time to the right clients to realize their growth goals and deliver on their client experience. The basis for pruning clients is to maximize a firm’s profitability. Take This 1 Step Before Pruning Your Client Base March 25, 2022īy Sarah Johnson Dobek, Founder & President at Inovautus Consulting Home > Blog > Take This 1 Step Before Pruning Your Client Base

Vendors & Consultants to Accounting Firms.Industry and Service Specialization Plans (Niches and Practice Groups).Growth Plan Development, Implementation & Facilitation.

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