Many times, when AEC and environmental consulting firms think about business development, they’re focused on bringing in new clients and expanding their reach. While this is an incredibly important part of your business growth, what’s equally important is building your relationships with the clients that you already have.
This month in The Friedman File, we’re focusing on how you can—and must— actively strengthen your relationships with existing clients on an ongoing basis. It can be easy to fall into the trap of putting this type of engagement on autopilot, especially when you’re managing a heavy workload. But having solid client relationship management practices in place can streamline the process and help to protect your firm from changing economic or market cycles.
Not only is it more cost-effective and easier to sell more work to your existing clients (and have them refer you) than to continually […]