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What are the issues?-How to balance current profitability (chargeable hours) with developing business for the future (investment activity).-How to balance time and effort between defending and developing existing clients and bringing new clients into the firm.-How to avoid feast and famine.-How to ensure that the firm is not dependent on a small number of rainmakers and that it has strength in depth across the whole range of business and client development activities.-Where to search for ‘new’ business (from both clients and targets).-How to win the best new work-How to ensure that clients recognise all of our capabilities.-How to make sure that the best clients keep coming back

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