Sublime

First, note the relative size of your largest client. If you are working for multiple departments or divisions of the same larger entity, they should be listed as a single source of work. You want that largest client to represent 15%–25% of your total fee billings. Larger than that and most of the clients that follow will be too small to generate p

Drop unprofitable clients

Simple calculations such as these show that, with eight seniors, the firm would need sixteen managers and forty juniors. The proportions remain constant: one senior to every two managers, to every five juniors. Unless there is a change in either the project team structure (i.e., the types of projects the firm undertakes), or the target utilization

Efficiency practices, with their relatively high fixed cost structure and many juniors, would need to take a more studied, planned approach to growth in order to capture the volume necessary to offset lower margins. The needs for both management and administration would increase, in order to devise optimum ways of dealing with familiar engagement t

The most notable firms have their own house in order first, and only then do they branch out and focus on client work.