An initiative for focusing on the creation of new wealth by creating new markets, new clients and new revenue streams.
In his groundbreaking research, Dr. David H. Maister studied 139 professional firms in 15 countries to discover the characteristics that make some firms more profitable than others. He found a direct correlation between the attitudes of the organization and its employees and profits.
Historically, as trained professionals, we have been in great awe of those few individuals in the profession who seemed to possess the magical powers to attract and retain clients. Many of us have been under the impression that these abilities must emanate from some secret source of knowledge, accessible only to a select few.
"Existing clients are a good firm's most important resource. Declining client loyalties and the trend towards consolidating of professional service providers make it more important each day to protect existing clients from competitors."