PRA2323. Evaluating and Right-Sizing Your Client Base

Staffing continues to be a challenge for most firms creating capacity issues with the potential to cause burnout, decreases in client satisfaction and stagnant growth. So how are firms addressing the issue? One strategy is formally evaluating clients and creating strategies to transition clients out of the practice. Client base right-sizing, or client culling, is an effective way to restructure workloads and enable your people to do more for existing clients—but it’s an endeavor not to be taken lightly. Transitioning clients out of your practice can create opportunities to grow (addition by subtraction), but must be handled with intention and expert communication. This session will offer attendees and process to evaluate existing clients, transition strategies to move them out of your practice and tools to support the process. We’ll also explore resources available from the PCPS to help.

Learning Objectives:

• Compare options for evaluating and transitioning clients
• Analyze revenue planning considerations for client-base right-sizing
• Identify communicating the right message, the right way
• Use resources and tools available to support your process