Growing Down – as we touched on, and will cover more deeply in Chapter 12, if you’ve made the decision to dramatically reduce your client count so that you can shift from a breadth to a depth model, call your best and favorite clients and inform them that, as a team, you are excited because you’ve made the decision to grow your business from 300 clients down to 75! (The client’s immediate thought will be, “Whoa, did I make the cut?”) Tell them that the upside to downsizing is the opportunity to go deeper into the needs and client experience of the clients you are best suited for, especially as so many of those clients are approaching liquidity events, and with more money comes more complexity.

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