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Transcript 
Client Lifecycle
at Moss Adams
Presented by
Scott Jensen, Director of Sales
Serve: premier
client service
strategies
Cultivate
loyalty
(referrals,
retention)
Accept: new
clients and
engagements
Shortcut sales process
via referrals
Evaluate:
develop
strategies and
tactics based
on data
Pursue: new
and existing
clients
Target:
prospective
clients
Scheduling
Billing &
Collections
Account
Set-Up
(F70)
Client
Continuation
(CRA)
Client
Communication
Activities
Client Surveys
Employee
Surveys
CULTIVATE:
Loyalty
Retention
SERVE:
Premier Client
Service
Performance
Management
Conflict Checks
New Client
Acceptance
(NCA)
Analysis &
Reporting
EVALUATE:
Data Driven
Decisions
ACCEPT:
New Clients and
Engagements
Lead
Generation
Activities
Forecasts &
Budgets
PURSUE:
New and Existing
Clients
TARGET:
Prospective Clients
and Engagements
Referrals
Proposals
Staffing:
Capacity &
Expertise
Western
Initiative
Market
Research
Capacity
Planning
(Recruiting)
Dominance
Analysis
Questions?
Thank you for your time
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