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Leaders of services businesses are often so busy either delivering their services or hustling to land their next client that they never get around to building a systematic way to deliver more value to current clients.

The best service business leaders create an unfair advantage by assigning engagement leaders to deliver on target, on time, and on budget to create satisfied clients and lay the groundwork for delivering more — much more — services. Leaders should develop explicit goals to extend, expand, and find new opportunities to deliver extraordinary value to their clients with the most growth potential.

This discussion, moderated by Raymond Strecker, Managing Director Promontory Financial Group, introduces a framework to grow professional services with existing clients which most leaders in the space miss. The framework can be used to instill a language and a way of thinking for staff assignments, performance goals, performance assessments, recruiting criteria, and staff development.