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A professional services firm has four client-related levers to pull to maximise its profitability. Let's start by sketching an all-too-common scenario. ABC corporation has a long-standing relationship with a professional services firm, let's call them Lex Law. Lex Law undertakes a wide range of work for ABC and has just completed a major matter, the first of several expected from ABC in the year ahead. During this matter, Lex Law negotiated quite a few changes in scope, nevertheless, the job was delivered close to the agreed date, but not entirely within the revised budget. Lex Law made a few changes in key personnel during the matter; some at the request of ABC. In discussing the outcomes,