When I ask a group of financial advisors to share their thoughts on an ideal client, I often hear things like “willing to take my advice” or “appreciates our planning approach.” What I’m really after ...

An Ideal Client Profile is a snapshot of who you serve best and why. It consists of core demographics and identity, aspirations and desired outcomes, pain points and problems, decision-making drivers, ...

While some businesses grow through brilliant integrated marketing strategies, others are able to maintain a high level of success mainly through word-of-mouth referrals. Personal referrals are serious ...

Call me Captain Obvious, but understanding your clients is critical to building a successful practice. (Yes, I know … “Thank you, Captain Obvious!!”) Two powerful tools that help achieve this ...

When someone seeks out a professional service, they’re searching for the provider who can best address their current needs and, hopefully, provide sustainable solutions going forward. Likewise, ...

There are certain types of projects that bring out a designer’s best work. How do you discover what those are for your firm? If you’re looking to zero in on your ideal client profile, start here.

For the vast majority of advisory firms, strong organic growth is a top priority, but how do you ensure that your firm has a singular vision when it comes to attracting ideal clients and their assets?

Every printing company has those standout customers. You know the ones—they trust you, rely on you, and treat you like a true partner. They call you when the stakes are high because they believe ...

Security integration firm leaders are constantly looking for ideal technicians, back-office personnel, and technologies to push their businesses down the path to greater profits, but what about the ...

A few weeks ago, I did a post on identifying bad clients and knowing when to fire them. In the emails and comments that followed, many of you mentioned the flip side of the coin - building a business ...