Making money in today's competitive environment for clients and professional staff requires a different approach. During the last year, my consulting has focused more on serving fewer clients and measuring client profitability than on expanding practices. This may sound like a crazy idea. Haven't we always thought that if we were not growing we were dying?

There are many successful accounting firms that have built their practices by aggressive marketing, client service and work product quality. These firms also believed that they could serve any client and do everything for all clients. They also rewarded partners for bringing in new business.

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