As part of our series on taking a balanced approach to
measuring partner performance, Rachel Stone looks at the vital area
of existing client relationships.
Partners pride themselves on the size, prestige and value of
their client portfolios. Being valued as a trusted adviser by their
clients is part of the core motivation for most individuals who
reach partner level. It is a key differentiator between those who
develop a loyal and long-standing client base, and those who find
it difficult to build and maintain long-term client
relationships.
Client standards for every partner
There is always a danger of taking existing clients for granted,
particularly when relationships have worked well for years.
Measures for the quality of client relationships need to include
the provision of current services and the opportunity to introduce
clients to other services your firm may offer, which could support
their business.
