By Mary Flaherty, Manager, Research and Content Development
Case Study Series: What's Working in Marketing & Selling Professional Services 
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In 2004, the Brookeside Group Inc. was a five-person, $800,000 management consulting firm in Massachusetts, with a solid book of business, satisfied clients, and happy employees. But CEO Tom Cates was faced with a challenge common in small consultancies—how to grow the firm.
To take Brookeside to the next level, Cates, a Wharton MBA and former IBM sales guy, decided to focus growth efforts on client retention and loyalty. He sought to create a systematic approach to client relationship management that would work not just in theory, but in practice.
Read the complete case study to learn how Brookeside grew its revenue from its best client 20-fold, as well as created a new revenue stream that helped grow the firm to 17 full-time employees and annual revenue approaching $5 million.Â
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