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.

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, ...

Your business wouldn’t exist without its clients and customers. That’s why it’s crucial for everyone involved in your business to understand your ideal audience. Keeping your customers in mind when ...

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 ...

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 ...