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, ...

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?

Advisors often waste considerable time and money on prospecting efforts that don’t lead anywhere. They tend to cast a wide lens, hoping to attract everyone, but that strategy usually leads them to ...

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, ...

Every service firm leader I’ve engaged with in the last 20 years says, “We know who we serve.” Yet when I request that they describe their ideal client's top five goals, opportunities and challenges, ...

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 ...