What if your firm could grow faster - not by doing more, but by doing better? This session challenges the idea that growth comes from chasing every opportunity, and instead makes the case for focused, strategic client development that drives exponential returns. We’ll explore how firms that prioritize collaboration, client experience, and clarity of focus outperform their peers in both revenue and retention. Learn why clients served across multiple practice areas are not only more profitable but also more loyal - and how internal collaboration can unlock hidden value within your existing relationships.
 

• Define your firm’s core strengths and concentrate on the work that aligns with your expertise, profitability, and market demand.
• Avoid the pitfalls of trying to be everything to everyone by developing clear client targeting and tailored marketing strategies.
• Unlock organic growth by nurturing strong client relationships that lead to referrals, endorsements, and expanded mandates.
• Pursue aspirational clients with discipline by pre-qualifying opportunities, using CRM effectively, and tracking key financial performance metrics.
• Collaborate with your business development professionals to identify high-value opportunities, refine targeting strategies, and drive follow-through.
• Understand and address hidden costs, evaluate client and matter profitability, and know when to walk away from relationships that no longer serve your firm’s strategic goals.