What Your Team Wants From You

Leadership Role

Leaders play a crucial role in driving new business, which reflects their pride and strategic direction for the firm. David Baker emphasizes that principals must take responsibility for new business, as it conveys a sense of pride and direction for the firm 1. Blair Enns agrees, noting that a lack of interest in new business can indicate a lack of strategic vision 1. This responsibility is not just about acquiring clients but also about ensuring they align with the firm's values and goals.

   

Client Selection

Choosing the right clients is pivotal for a firm's strategic direction and reflects leadership's vision. Blair Enns explains that each client represents a step towards or away from the firm's strategic vision 2. David Baker adds that new business wins are statements about the firm's capabilities and direction 2. This process of client selection is not just about profitability but also about aligning with the firm's long-term goals and values.