There are two foundational elements in any firm: your people and your clients. As firms continue to find ways to redefine value, they are evaluating everything related to their clients. This includes how clients align with a firm’s overall values, how prospective clients are selected and qualified, and even how clients are curated to ensure proper long-term fit. 

Learning Objectives: 

• Identify elements of Lifetime Value to consider for the best long-term fit 


• Determine the value of client pipeline and how to build “pipeline discipline” within your firm 


• Outline a framework for client selection that can be leveraged for expansion and new growth 


• Recognize key qualification criteria for considering business development opportunities