Next to your own staff, your clients are the most important assets to your business. Often, A&E firms find themselves dependent on a small number of clients for the bulk of their business.
In fact, the average A&E firm has 37% of its revenue tied up in just three clients. Losing a top client can be a huge blow to any firm, as we all know. Yet, according to the Deltek Clarity A&E Industry Report, finding enough time to nurture client relationships is a top business development challenge.
So, how can you be sure your client management hits the mark – and offers you opportunity to expand your client base?