In this moderated conversation, three leaders from Prosperity Partners will share how their firm built a powerful growth engine by focusing on a clearly defined client archetype: entrepreneurs approaching liquidity events who require high-level, strategic tax guidance. They’ll walk through how that early decision to specialize shaped their service model, go-to-market strategy, and long-term trajectory — ultimately fueling more than 20 years of strong organic growth and helping position the firm as a Top 100 player.
- Identifying a niche requires honest introspection. It’s not merely about the clients you serve today, but the clients you are best fit to serve going forward and where you have a right to win in the market
- Aligning strategies to acquire clients and the resources to service them requires organizational alignment. You’ll need buy-in from the top down in your firm
- This path doesn’t require you to always say no to the “wrong” type of client or service, but you probably shouldn’t always say yes either. There are the tradeoffs and a balance you’ll have to strike between specialist and generalist.
Justin Shelman is a Tax Partner and leads Prosperity Partners’ High Net Worth & Family Office tax group. As a firm leader and team mentor, he implements the company’s strategic goals and develops the next generation of leaders. Justin began his career in St. Louis after graduating from Kentucky Wesleyan College and currently practices in Prosperity’s Chicago headquarters. He has a Masters of Science in Taxation from DePaul University.
Justin advises his clients on a range of tax planning and structuring opportunities. Focused on high earners and affluent families, Justin uses his deep knowledge of federal and state tax law to provide multi-generational income and estate planning, state residency analysis and tax preparation services for families and their sophisticated entity structures. Notably, Justin is proactive, connects with his clients and their teams and is accessible.
Justin actively participates in the IL CPA Society’s State and Local Taxation committee, speaking regularly on emerging technical issues. He enjoys spending time with his wife and dog, golfing and indulging in a nice bottle of red wine with friends and family.
EXPERTISE: Ultra-high Net Worth Tax Planning, Family Office Structuring and Tax Compliance, Estate Planning, State & Local Taxation, Flow-through Taxation, Aircraft Tax Planning
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