.. and it’s not about just charging a high fee to hit financial targets. It’s more about the work that goes alongside providing outstanding professional advice to help clients achieve their business goals. At this time of year, new partners will be promoted in professional services firms and many will be thinking how to go about creating a profitable practice. Many fear that ‘they ought to know’ how to do this, but it’s not always the case. They will have many manuals, workshops etc on the ‘what’ to do, but in my experience over many years as a trusted adviser to new appointees, I know for sure that it’s all about the ‘how’. It’s about how to build a trusted relationship by spending time understanding the client’s needs at the outset. It’s about how you deliver the service in a way that meets or exceeds their expectations so they become your greatest source of repeat or referral work. The secret is what you do before the actual service is provided, while it is being provided and wait for it... yes that’s right, after it has been provided. There are many really effective ways to grow a thriving practice...and I am happiest when working with clients to help them uncover the secrets of doing just that.
The secrets to building a profitable practice