About The Practice Building Team
Many brilliant practitioners across the broad spectrum of the professions are exceptionally good at what they do, but struggle to grow their practice. For many practitioners, the most difficult part of setting up a practice or building a firm is the challenge of finding and winning the business of the right kind of new clients.
Many professional services providers mistakenly believe the only way to increase revenue is to bring in new clients. To be sure, every practice needs a reliable flow of new clients. But we begin by helping our clients identify ways to increase revenue and better serve their clients by offering an expanded suite of services to existing clients. We believe there are two primary elements in practice growth: building from the inside and building from the outside.
Many professional services providers mistakenly believe the only way to increase revenue is to bring in new clients. To be sure, every practice needs a reliable flow of new clients. But we begin by helping our clients identify ways to increase revenue and better serve their clients by offering an expanded suite of services to existing clients. We believe there are two primary elements in practice growth: building from the inside and building from the outside.
Offering a broader range of services or products to current clients is what we mean by inside growth. We believe this part of business development is as important as building from the outside – by bringing in new clients. We will help you understand why it costs far less to offer additional services or products to existing clients than it does to bring in a new client. Successfully growing a professional services practice involves:
- Win new clients of the type you want.
- Increase client spend by successfully providing high value services
- Not lose the clients you have and learn how to protect the new clients you acquire.
We help successful practices accelerate their growth.
- We provide strategic, growth, management and marketing advice and training to business owners and the professional services industries.
- We listen actively and deeply to you, understanding your wants and needs, engaging with your goals and participating in achieving them.
- We offer an integrated approach to practice issues that combines insight, innovation and structured approaches stemming from a wide range of business and industry knowledge to help organizations excel.
- Add software
- Throughout your journey with us, we will be positive and supportive.
The Practice Building Team works closely with our clients to create powerful business solutions for your practice in those critical areas in which many professional services providers feel the least confidence.
- How satisfied are you with the growth of your firm or solo practice?
- Are you realizing the full potential of your existing practice development strategies?
- Are you maximizing the value you bring to each client?
- Are you maximizing revenue per client?
- Are you great at bringing in new clients?
- If you answered “no” to any of these questions, you need us!
We work with our clients to achieve accelerated practice growth by moving through a series of steps or phases we have found to be most effective for uncovering true business needs, instructional needs and coaching and support. Each phase of work together builds upon the preceding phase.
Our values define who we are, individually and corporately. They are the foundation of our work together and of the way we work with our clients and interact with our communities. Our values are the basis from which we make decisions and choices. Our values define our culture of service to our clients.
What is a Rainmaker
“American Indian tradition exalts the Rainmaker. The Rainmaker used magical powers to bring the rain to nourish the crops to feed the people. Without the rain, the people would weaken, die, or have to move elsewhere.
“Today, a Rainmaker is a person who brings revenue into an organization, be it profit or not-for-profit. That revenue comes from customers and donors. That revenue is the aqua viva – the lifeblood – of the organization. Without it the organization will die.
“Customers’ money is the rain.
The term Rainmaker is more commonly used in such professional service industries as legal, accounting, consulting, investment banking, advertising, and architecture. In these industries, Rainmakers are the two or so people in the firm who are responsible for generating most of the new customers, the new business.”
-- Jeffrey J. Fox, How to Become a Rainmaker
“Today, a Rainmaker is a person who brings revenue into an organization, be it profit or not-for-profit. That revenue comes from customers and donors. That revenue is the aqua viva – the lifeblood – of the organization. Without it the organization will die.
“Customers’ money is the rain.
The term Rainmaker is more commonly used in such professional service industries as legal, accounting, consulting, investment banking, advertising, and architecture. In these industries, Rainmakers are the two or so people in the firm who are responsible for generating most of the new customers, the new business.”
-- Jeffrey J. Fox, How to Become a Rainmaker
Special Report
