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 part one established the strategic value of defining target client profiles and building a thoughtful client segmentation model, the real transformation begins when firms put those insights into ...

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 ...

This first part of a two-part series by Maggie Miller focuses on defining clients through two complementary lenses: Target Client Profiles and Client Segmentation. Law firms today operate in an ...

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, ...

Let’s say you’re my client, and that I know your name, your address, your Social Security number and other account numbers. I know the whereabouts of those accounts and the balances within them. I ...

Preparation is the key to success when working with high-profile clients. I found the following strategies to be quite useful when selling to a customer who is considered a VIP in the community.