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, ...

I know your name, your address, your Social Security number, your account numbers, the whereabouts of those accounts and the balances within them. I know where you work and your adjusted gross income.

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 ...

The difference between a thriving practice and one that merely survives often comes down to a single factor: knowing exactly who you serve and how to effectively reach them at the right time with the ...

While representing powerful and well-connected clients can bring in a lot of money and publicity to a law firm, there are both positives and negatives to representing such clients, legal experts say.

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 ...

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 ...