KPI - Growth in Top Clients

Measuring the growth in your top clients gives you the ability to make sure you do not become over dependent on any one client or a small group of clients.  Over dependence on one or a small group of clients could adversely impact the Firm’s finances if those clients left.  This measurement also allows you to understand where the bulk of your fee income is coming from so you can better determine where to focus your business development.  Growth in Top Clients is the ratio of fees billed to your top 100 clients (number can be adjusted based on the size of your Firm) in the past 12 months to the fees billed to the top 100 clients in the 12 months prior to that.